Negotiation #9. Bargain Hard.
Any response that is not an outright rejection of your offer means you have the edge. You have mirrored and labeled to rapport, an accusation audit has cleared any ligereing mental or emotional obstacle, you have identified and summarised the interest and has elicited that’s right. Now it is the rime for bargain. Skilled bargainer see more than opening offer, counteroffer, closing offer but see the psychological current that runs beneath it.
To be good you have to be yourself on the table, to be great you have to add to your strenght.
ANALYST. Methodical and diligent. Not in rush, systematic. They rearely show emotions. They are hypersensitive to reciprocity, information aggregator, and reveres problem solver. With them it is vital to be prepared. Use clear data and fact. Warn them of issue early. If you are one you should be worried about cutting yourself off from the source of the data from your counterpart.
ACCOMDATOR. The most important thing is for them to build the relationship. Their goal is on the great term with their counterpart. They love win-win. They will yield a concession and hope other side will reciprocate. They are very easy to talk to and very friendly. They will leave those areas unaddressed our of fear and conflict. They should be conscious of excess chit chatting.
ASSERTIVE. They think time is money. Every wasted minute is waste dollar. They are direct and candid. Their view on bussiness is based on nothing but respect. They want to heard not only heard but they don’t have ability to listen until they are heard. Focus on what they have to say. Mirror and labels.. are wonderful with them. They have give an inch and take a mile mentality.
They take time and silence differently. When they talk cross over, when analyst stop to think, accomdator gets nervous and assertive start talking. Three types negotiate differently so to bargain effectively you need to know who you are dealing with.
TAKING A PUNCH. Experienced negotiator often lead with extreme anchor. And if you are not ready you will immediately go for the maximum. You should rather diflect the anchor what are we trying to accomplish here. Refocus on the main area. Or you can ask what will make it a good deal. I would rather say redeclusly high charge that someone else would charge, if you go to havard they will charge $2500 per student. The point is to sprung up the info from your counterpart.
STRATEGICE UMBRAGE. Anger shows passion and conviction that can help sway away the other side to take less. So when someone puts an offer that really pissese you off. Channel a little anger I don;t see how that would work. Threat delivery without anger but with poise that is confidence and self control are great tool, I am sorry that just doesn’t work for me.
NO NDEEDINESS. If you feel like you can’t say no, you have taken yourself hostage. Once you know what the bottom line is you must be willing to walk away.
ACKERMAN BARGAINING. It is an offer counter offer method
- set your target price.
- set your first offer 65%.
- calculate 3 raise in decreasing increment. (85, 95, 100).
- use tools of empathy and different way to say no.
- when use final amount use precise noun-rounded number.
- on your final offer, throw in a non momentary number, that they probably don’t want.
First 65% is extreme anchor. It will very likely induce flight or fight response. Limiting their congnative ablility and pushing them in rush action. You are going to offer progressively and offer some calibrated question. The people are more likely to make bargains with those who have made concessions in their direction. By diminishing size tells them they are squeezing you. And at last they feel they got every drop and juice up their self esteem. People who got concession often feel good about bargaining process.