Don t be Afraid to Make Your Counterpart Work Hard

Don't be Afraid to Make Your Counterpart Work Hard

The harder they work, the greater their satisfaction. How they got the deal they got is important. In this context, when about to say 'Yes', ask yourself what else you could achieve before agreeing. Don't rush into concluding, even if it is near. Develop a habit of waiting just before agreement is expressed and ask for a little more.

When you have finished you might say, 'You are a difficult person to persuade.' It verbalises respect and appreciation.