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

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Move without losing

Move without losing

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

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Move without losing

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- So you've both got your offers on the table now. The sales person would have opened first, maybe you used the vice a bit on that. And then now you've put your outrageous offer on the table at the other end. So there may be a big gap between these two opening offers. And we have to somehow move by bargaining to an agreement in the middle. So rule number one is move in small steps. From your low offer, come up in really small amounts. Say, I can only afford to pay a little bit more than that. However big the gap is, whatever you do, don't half it. Salespeople hopefully will half it. If they will come down half of the gap, that's great. You've made a whole lot of money there and then but you need to be moving by really small amounts. And every time you move, you must always trade. Never just say, oh, well, all right, I suppose I could pay a bit more. It should always be, if you did this, then I could pay a bit more. Because…

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