From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
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What can you give them?
From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
What can you give them?
- So now you've said what you want, and they've said what they're prepared to do, and there's a gap, and we're into the bargaining phase. So I think the key in this phase is the questioning and the listening, to try to find out what's in their mind. What is their objection? For example, is it that they're very busy? And if they are very busy, maybe it could be done by someone else instead. Or maybe they could do your job instead of doing something else. Maybe you could even take something else off them so they can do your job. And is it that they don't agree with doing it? Maybe they don't like doing it, or they think it's wrong. Or maybe they don't want to do all of it. In which case, why? So if we can get into their mind and really understand what their problem is, then we can probably fix it. There's going to be some way around it once we understand it. And once we understand their position, then we can…
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