Link Quick summary:
Whether you like it or not — everyone is a sales person.
Who cares the least — wins.
Integrate Fear -Setting into your selling process.
You want the counter party to negotiate against themselves first.
Ask them to make the first offer to make the ball rolling and initiate the conversation.
Do A Flinch — If someone makes an offer, try to first react with silence, or pause for indirectly perceivable "drramatic" effect.
Ask: Is this the best you can do?
Drill into what the counter part wants and work on understanding the needs behind their request. Do they want to achieve their quota? Or because they might wanna be famous or retain branding.
If you can, organize your life to avoid negotiation all together.
Put systems in place for that.
- Persuasion by Robert Cialdini
- Secrets of Power Negotiating by Roger Dawson
- Getting past NO by William Ury
- Getting to YES by William Ury
- Selling to the affluent by Thomas Stanley