From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
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Three tips for opening
From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
Three tips for opening
- So in the ideal world, you'd get the buyer to open first but the chances are you're going to have to open first. And there are three things I want to say about your opening offer, your opening price. And the first thing is you want to open wide, beyond your best hope. Remember my Las Vegas example. I've got to quote them the highest possible number 'cause that's the only way I'm ever going to get that. And one time in 10 you will get that, nine times out of 10 they're going to go I can't pay that and you'll have to come down but that's okay. At least one time in 10 you get it. So you have to do that just for those cases when it's possible to get it. And you'll need some sort of justification when they say, well, why is it so expensive? You need to say, well, because of this, this and this and, by the way, my justification of an expensive price for a conference abroad is to say that although it's only one hour of talk,…
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Contents
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It's not about the price1m 1s
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Go for that higher price3m 40s
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Mental strength about price5m 44s
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Lose customers on a price4m 42s
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What can you trade?4m 52s
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Get in their heads3m 21s
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Who has to open first?4m 28s
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Three tips for opening4m 15s
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Get the best possible price5m 17s
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Understanding your item's value3m 52s
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Get the handshake4m 46s
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Seller strategies wrap-up27s
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