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

Unlock the full course today

Join today to access over 22,600 courses taught by industry experts or purchase this course individually.

Understanding your item's value

Understanding your item's value

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

Start my 1-month free trial

Understanding your item's value

“

- Now, during the training phase of the negotiation, there's a sub game going on to do with the value of the tradables. Because if something's valuable, you don't want to admit that or the other person will make you pay for it. And if something's not valuable, you also want to hide that because you want to get as much as you can for reluctantly agreeing to let that go if you're the buyer. So if you're the seller, you're trying to work out what the buyer really wants and also what weaknesses the buyer has, because they're weaker if there are things that they have to have. So the buyer is playing a game which you could call, it's valuable and I don't have any weaknesses. So therefore, as you trade down from your opening position as the salesperson, you're saying, "Well, if you gave up on having that, "I could come down in price." And the buyers going, "Yeah, but that's really valuable to me." And that's not true, but they're…

Contents