Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
Negotiating Skills: Ask For More Than You Expect To Get
It creates some negotiating room, and you might just get what you're asking for. Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations. In the audio book, "Sound Advice on Negotiating Skills," author Roger Dawson says, "Henry Kissinger called this the key to success at the bargaining table." It's simple, notes Dawson, but there are many profound reasons for doing it. "It creates some negotiating room that makes it easier to get what you really want," says Dawson. "It creates a climate where the other person can have a win with you." This climate can prevent negotiating deadlocks, especially when dealing with an egotistical negotiator, according to Dawson. "When you're selling, it raises the perceived value of your product or service," says Dawson. However, some salespeople are so eager to reach agreement that they soften their opening negotiating position. "They hope that by doing this the client will appreciate how generous they've been," says Dawson. "The danger in this is that the client may instead think, 'If they've given us this much, we can get a lot more; let's be tough negotiators.'" The solution, says Dawson - a renowned speaker and author of the book, "Secrets of Power Negotiating for Salespeople" - is to "ask for more than you expect to get, but imply some flexibility so that you can encourage them to negotiate with you." Roger Dawson offers negotiating skills advice each week in the free audio newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92 About The Author Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.
MORE RESOURCES: 4 Big Tech product managers and an engineer share negotiation tips that nabbed them thousands of dollars in better comp Business Insider Gantz accuses Netanyahu of ‘sabotaging’ hostage deal negotiations with Hamas The Times of Israel University of Alaska faculty contract negotiations head for federal mediation - Anchorage Daily News University of Alaska faculty contract negotiations head for federal mediation Anchorage Daily News Melton, Pennsylvania mayors critical of union in Nippon-U.S. Steel deal negotiations Chicago Tribune Starbucks workers strike in Seattle, LA, and Chicago as negotiations stall KUOW News and Information Negotiations between Sparrow-U-M, workers on hold until 2025 Lansing State Journal Ski patrol union contract negotiations reach agreement on 24th of 27 items, but not the main one: pay The Park Record Putin Thinks He Can Win: Why Would He Negotiate? Center for Strategic & International Studies What People Still Get Wrong About Negotiations HBR.org Daily Summa Health alleges Anthem holding up negotiations, insurer responds Akron Beacon Journal City Center negotiations down to one development team, sources say RichmondBizSense HHS Releases Final Guidance for Second Cycle of Historic Medicare Drug Price Negotiation Program HHS.gov Tulane Professional Football Negotiation Competition Tulane Law School | Collector Paul-Emmanuel Reiffers Reveals His Most Nerve-Wracking Artwork Negotiation Yet Cultured Magazine Medicare Drug Price Negotiation Program: Negotiated Prices for Initial Price Applicability Year 2026 CMS What Medicare Negotiation Tells Us About Drug Pricing In The U.S. healthaffairs.org Tariffs as a potential trade negotiating tactic brownfieldagnews.com Craig unsure how CR negotiations will play out brownfieldagnews.com The Arsenal of Instability: How Expanding Western Defense Production Impacts Negotiations in Ukraine Center for Strategic & International Studies CCPD Crisis Negotiation Team Resolves Seven Hour Standoff with Robbery Suspect Culver City Crossroads Armenia PM: Negotiation process after 1994 ceasefire was about returning Karabakh to Azerbaijan Armenia News The Negotiation Advantage: How Women’s Relational Skills Drive Better Deals Columbia University M&A Negotiation Simulator: Open-Source Release of Alpha Prototype Stanford Law School HHS issues final guidance for second cycle of drug price negotiations American Hospital Association Join us for a Salary Negotiation Workshop University of Montana Scared to negotiate job offers? Do it anyway. Here’s why. George Mason University Contract Action Team leaders ask for your involvement this negotiation cycle Minnesota Association of Professional Employees Adversarial Anticipation: Real-Time Simulated Negotiation Stanford Law School Impact of federal negotiation of prescription drug prices Brookings Institution Gregory Husisian Comments on USMCA Negotiation, Auto Industry Impact Foley & Lardner LLP Wheels & Deals: Mastering the Art of Negotiation for Settlement Talks and Mediations American Trucking Associations Idorsia provides update on the exclusive negotiations for the global rights to aprocitentan GlobeNewswire What Role Can Turkey Play in Ukraine Negotiations? Center for Strategic & International Studies IGA-455: Climate Leadership: Persuasion, Advocacy and Negotiation Harvard Kennedy School Lower Drug Prices Announced Under Medicare Negotiation Program AJMC.com Managed Markets Network Lior Frankiensztajn named 2024 Fisher Fellow in negotiation and conflict resolution Harvard Law School Haub Law's Negotiation Teams Earn Major Recognition in the Villanova Baseball Filing Day Competition Pace News CMS opens comment period for Medicare Drug Price Negotiation Program - American Hospital Association CMS opens comment period for Medicare Drug Price Negotiation Program American Hospital Association Negotiate Like a Pro HBR.org Daily The First-Ever Government Negotiation Process for Drugs Has Finished, But the Politics Are Ongoing KFF Negotiation Presentation and Free Lunch Old Dominion University Ihab Khatib named 2025 Fisher Fellow in negotiation and conflict resolution Harvard Law School Farm aid negotiations fall apart Tri-State Livestock News Twelfth meeting of the Intergovernmental Negotiating Body (INB) for a WHO instrument on pandemic prevention, preparedness and response World Health Organization Another Administration Win In Medicare Drug Price Negotiation Lawsuits healthaffairs.org The Negotiation Reality in Real Estate INSEAD Knowledge Treaty negotiation milestone and 2025 operating plan gives more certainty for Columbia Riv nwd.usace.army.mil Anna Maria College Hosts First New England Negotiation Competition Anna Maria College Negotiation Timelines of International Legal Instruments (July 2024) Center for International Environmental Law LSU Executive Education Offering Bundled Negotiation Strategies Courses - Louisiana State University LSU Executive Education Offering Bundled Negotiation Strategies Courses Louisiana State University Starbucks headquarters cafe unionizes as U.S. negotiations drag The Seattle Times Negotiation Meeting Notice for UTL24-031 East and West Water Treatment Plant Upgrades City of Boynton Beach 'No better option': Selectboard votes to hire attorney for acquisition negotiations with Housatonic Water Works theberkshireedge.com No, the Maple Leafs are not blowing the Mitch Marner contract negotiation - The Athletic The New York Times Statement on Energy Permitting Reform Act negotiations Citizens' Climate Lobby Negotiations Break Down Between Teachers and District Sonoma Valley Sun Commentary: Negotiating on climate change Vashon-Maury Island Beachcomber Behind the Scenes, Preparations for Russia-Ukraine Negotiations Carnegie Endowment for International Peace USD School of Law Client Advocacy Negotiation Team Advances to National ABA Negotiation Competition University of San Diego Website |
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