From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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- So you've made your opening offer, they've said it's too much, you're going to have to move down a little bit or maybe quite a lot from your opening position. And we do that by bargaining or trading. So the first rule is, move down in small amounts. Coming down from your high opening price, we're going to move down in small steps. Now the biggest mistake that people make in the role play exercises that I run on my training days, is they come down too much. They're asking for 5,000, they go, "How about 4,000?" And they've just given away £1,000. They've given away 20%. They've given away all the profit. So, don't come down by too much, come down in small steps. And it's okay because you've got lots of tradeables. So you can do lots of little steps, each one with a trade. If you come down a lot, it looks dishonest. They're thinking, "Well, so you're saying you'll do it for 4,000. What was that 5,000 you quoted me just…

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