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 22,400 courses taught by industry experts or purchase this course individually.

Your counteroffer

Your counteroffer

- So you've got them to open, you've probably used the vice to drag them down a bit and you're now going to make your counter offer. And there are three things to know about your counter offer. And the first thing is, it needs to be wide. It needs to be beyond your best hope. And if you're buying, this means really low. It needs to be the absolute cheapest that you might possibly dream of buying this product or service for. And you need to be able to justify it. So you need to be able to say, "Well, we don't make any profit on this job unless we can buy it really cheaply so I can only afford X." Or, "Sales sold the job stupidly cheaply so I have to buy everything really cheaply, I'm afraid." Or, "This is an initial trial, it's got to be cheap, but, you know, maybe there's a hope of lots in the future." But whatever reasoning you have, your opening offer has to be really, really low. It has to be lower than the best you…

Contents