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.

---

Negotiate Your Way to a Better Salary

1. Be persuasive: It's hard to force your boss to... Read More

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

I would like to comment on the "A Beautiful Mind"... Read More

Business: Keys To Negotiating Well

Whether it's buying a car, asking for a pay rise,... Read More

Negotiate Like a P.R.O.

Whether you're negotiating a peace settlement in a war-torn country... Read More

Better Internal Proposals

A colleague of mine has a problem. We belong to... Read More

Neogtiation: How to be Right Without Making Other People Wrong

What exactly are we trying to accomplish by proving to... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More

While Youre Waiting

Not long ago, I made a partnership pitch, on behalf... Read More

Negotiating Tactics: How To Strike A Negotiable Opening Shot

There is no right or wrong to fire up your... Read More

Power Pricing - Getting the Right Price for Your Products and Services

There's an old joke about the New York City blackout.... Read More

Just Ask!

Ask and you shall receive & knock and it shall... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More

Are You Scaring Away Potential Customers?

When you are trying to make a sale and ask... Read More

Negotiating: Forcing vs Compromising

Forcing is a hard-nosed approach that makes heavy demands from... Read More

Suppliers as Your Partners in Cost Reduction

This article is one of the many articles still to... Read More

The Art of Haggling

Did you know that at one time in this country... Read More

Four Ways To Work Out Business Disputes

Business owners have four options to resolve disputes with partners,... Read More

Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You

Based upon my research of over 300 managers in the... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

A One Stop Financial Solution

Amy Wright, 34, was extatic when her realtor showed her... Read More

Managing the Sales Negotiation Process

How many times have you heard:"You've got to drop your... Read More

Making the Deal: Women as Negotiators

Negotiating is no game. It is not for the weak... Read More

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

How Barter Can Help Your Business Online or Offline

How Barter Can Help Your BusinessBarter trade is a powerful... Read More

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

Negotiating Tactics: Don?t Let ?Good Guy ? Bad Guy? Control the Sales Negotiation

Counter one of the classic negotiating gambits by addressing it... Read More

What Are The Four Types Of Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen... Read More

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact,... Read More

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate... Read More

Barter and Its Benefits

What is Barter? Barter involves 2 parties. Each party wants... Read More

The Ultimate Truth in Persuasion

OK, so you want to improve your persuasion power right?Why?... Read More

Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get... Read More