From the course: Guy Kawasaki on Turning Life Wisdom into Business Success
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The art of negotiating: Anchoring
From the course: Guy Kawasaki on Turning Life Wisdom into Business Success
The art of negotiating: Anchoring
- Part of this is the concept of anchoring which people have to understand this concept. So, you know a lot of times as a professional speaker people say well, you know this is a very strategic meeting for you, lots of important people, it'll be very good for your career and your company. So, we don't offer any fees. And so I can't tell you that may be the truth but I am also telling you they're trying to anchor you. So they're trying to say we pay no fees. You know, we might pay you business class. And so they're anchoring you at zero. So how can you come back when they offer you zero and say well, my fees are, it's not true in my case, I'm just picking a hypothetical number but how can you come back and say well my fees are 100,000 because this person just offered you zero and now you're going to counter at 100,000? Just socially people think, did you just hear me? I'm saying we don't offer anything and you're coming back…
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