Dealing with Pros

In everyday negotiations, the easiest people to deal with are the people who negotiate all the time. This may seem like a contradiction. Most of us think that if we’re up against someone who’s a pro, we’re going to get ripped off. I guarantee you’ve felt that way if you’ve ever stepped foot on a car lot.

But the truth is, a professional knows the drill beforehand. As long as you’ve done your homework, you’re no more likely to get screwed by him or her than you are by Joe Blow off the street. Now that doesn’t mean you’re going to kick his butt up and down the soccer field—but that isn’t your goal anyway. If you’re looking at the negotiation process to boost your ego—if you’re keeping score—you may very well get your pocket picked by a skilled pro. Because he’ll just play to your ego. Stroke, stroke, stroke.

The commander sets the goal before you begin your negotiations. That is the yardstick to use, not how many jabs you land. It’s not boxing, or even professional wrestling.