If you tell the seller that something is a must-have, they'll make you pay extra for it, so pretend that the things you really want are not that important to you. Don't mention those things first, and don't say that you love something or that you have to have it. Similarly, if you can convince them that something you don't want is important to you, then you can reluctantly trade it away for more. Keep pushing for the thing you actually don't want and reluctantly let go of it toward the end.
The next tactic is a step on…from the reluctant buyer or seller,…and it's about hiding the value of all tradables.…The rule is that if it's something you really want,…then claim you don't really want it,…and if it's something you don't really want,…then claim that you do really want it.…I know this sounds utterly perverse,…but there are good reasons for this, as I'll explain.…First, the things that you do really want.…Why would you want to claim that you don't want them?…I think the answer is obvious.…
If the other person discovers…that you're keen to have something,…then they'll make you pay for it.…Never say I must have the red one,…because they'll say those are really hard to get,…if I can get one at all.…You'll have to pay extra and reserve one.…Much better to ask what colors they have,…and then say I suppose I could live with a red one.…It's not ideal, but if the price was good.…Never say I must have it by the end of the week,…because they will say, if they've got any sense,…that's not going to be easy.…
We'll have to work overtime to get you that.…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
Negotiating Your Leadership Successwith Elizabeth Robillard1h 20m Intermediate
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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