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.

---

The Ultimate Truth in Persuasion

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

Avoiding and Accomodating in Negotiation

The avoiding approach to negotiating is characterized by losing, leaving,... Read More

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the... Read More

Negotiate Your Way to a Better Salary

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

The Most Powerful Persuasion Skill Youll Ever Learn

Criteria ElicitationThis is without a doubt the most important persuasion... Read More

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

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

Barter and Its Benefits

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

Are You Scaring Away Potential Customers?

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

Better Internal Proposals

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

The Art of Negotiation in 535 words

I want to get better at negotiation, but where to... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More

Making the Deal: Women as Negotiators

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

Suppliers as Your Partners in Cost Reduction

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

Where to FIND the BEST Employees --

Obviously, you might logically say, "that is good!" You would... Read More

Barter: Its Not Just for Doctors Anymore

Time was, in the country, the local "doc" was as... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal... 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

30 Tips for Keeping Meeting Expenses to a Minimum

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

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... 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

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

Negotiating Skills: Ask For More Than You Expect To Get

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

Dont Be Afraid Of Silence

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

So Whats Your Argument?

Arguments aren't always bad things. Sometimes They're used to convince... Read More

How to Negotiate Effectively

You may be thinking, "Gary, I am a mom, housewife,... Read More