The Role of Ethical Business Practices in Capturing Responsible Leads
Posted: Wed Jan 29, 2025 3:43 am
Other words, regardless of whatever concessions you decide to give it’s important for the other party to FEEL like they’re getting a good deal.
That’s why one of the most effective ways of reducing the size of the concessions you give while increasing the other side’s level of satisfaction (especially when negotiating at month-end) is giving in slowly.
In fact, in his bestselling book Never gambling data morocco Split the Difference, author Chris Voss cites research that says people getting concessions often feel better about the bargaining process than those who are given a single firm, “fair” offer. And amazingly, the bargaining process makes them feel better even when they end up paying MORE or receiving LESS than they otherwise would.
Here are three tips for giving in slowly:
1. Pick deliberate discounts
Instead of leading off by offering a large, conspicuous discount up front, pick a smaller, more deliberate discount. A great way to do this is often to negotiate with hard dollar discounts rather than percentages.
That’s why one of the most effective ways of reducing the size of the concessions you give while increasing the other side’s level of satisfaction (especially when negotiating at month-end) is giving in slowly.
In fact, in his bestselling book Never gambling data morocco Split the Difference, author Chris Voss cites research that says people getting concessions often feel better about the bargaining process than those who are given a single firm, “fair” offer. And amazingly, the bargaining process makes them feel better even when they end up paying MORE or receiving LESS than they otherwise would.
Here are three tips for giving in slowly:
1. Pick deliberate discounts
Instead of leading off by offering a large, conspicuous discount up front, pick a smaller, more deliberate discount. A great way to do this is often to negotiate with hard dollar discounts rather than percentages.