Reaching agreement.
WHAT TO ESTABLISH FIRST
What they actually need, as opposed to what they asked for.
HOW
Ask why that matters to them.
WHY
It frequently reveals a cheaper way to satisfy it.
WHAT TO DO WITH ANY REQUEST
Trade, rather than concede.
WHAT TRADING SOUNDS LIKE
We can do that if the term extends to two years.
WHY IT WORKS
It preserves value and signals that concessions have cost.
WHAT TO NEVER DO
Concede without asking for something.
WHY
It teaches that asking works, and more asks follow.
WHAT TO AVOID
Conceding several things at once Negotiating against yourself Improving your offer before they respond
WHAT NEGOTIATING AGAINST YOURSELF LOOKS LIKE
Offering a discount after silence.
WHAT TO DO ABOUT SILENCE
Ask what they are thinking.
WHAT TO CONCEDE LAST
Price.
WHY
It is the hardest to recover and it sets the baseline forever.
WHAT TO CONCEDE FIRST
Things that cost you little and they value.
WHAT TO DO WHEN THEY PUSH HARD
Pause, and consider.
WHY
Immediate answers under pressure are usually concessions.
WHAT TO SAY
That you will consider it and respond.
WHAT TO DOCUMENT
Everything agreed, as you go.
