Don t Indicate Movement before You Need To

Don't Indicate Movement before You Need To

Don't signal willingness to move unless you want to. 'About', 'near', 'roughly' are words to avoid. They are words that spell movement or concession. They reveal that you are already willing to move. The phrase 'or near offer' is deadly. It is not a successful tactic for moving a deal forward; it is a concession, for nothing in return, and should never be used.

In fact these words have actually become your first concession and they are offering price as the legitimate first target for your counterpart. By your own action you have removed the defensive shield from your price.



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

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