谈判：有什么大家不怎么用到的谈判技巧

What's anegotiation "hack" that most people don't do? SHAPE  \* MERGEFORMAT Tim Dawes, Trainerfor communications, persuasion, and negotiationsAnswered Sep 1 There aretwo big hacks that people don’t use. One is revealing that you can bepersuaded. The other is revealing that you can’t be.The firstis remarkable because it seems as though it’s a revelation of your weakness. Infact, it’s a great strategy.ImagineI’m facing you across the table. You give me your offer. Then you say:That’s myoffer… Of course, I’m very persuadable if I can understand how your offer is inmy best interest.What doesthat do?Thatdraws me in to meeting your needs needs. That immediately gets me thinkingabout what your interests are and how my offer meets your needs. Which is justwhat you want in the first place.Thesecond strategy comes from an FBI negotiator. To understand it, think aboutshopping for a car. You research the car. You go to a handful of lots. You knowhow much the car is worth.Then, yougo to the dealer you want to buy from. You ask them the price of the car. Afterthey’ve given you their offer, you say, “Wow, that’s very reasonable. I can’tpay it. You know what I can pay? I can pay - (then you give the lowest numberyou can imagine the dealership going for).”No matterwhat they respond with, no matter how much they talk up the car and thedealership, you say, “Oh yeah, absolutely, you’re the best, the car’s the best.I want to buy it here. I just can’t pay what you want. You know what I can pay?I can pay you what I offered.”Thesalesman goes back and talks to his sales manager. He comes out with anotheroffer. You say, “Oh yeah, absolutely, you’re the best, the car’s the best. Iwant to buy it here. I just can’t pay what you want. You know what I can pay? Ican pay you what I offered.”That’sall you say every time they come out.If you’vechosen the offer well, they’ll come down to you.How doyou know if you’ve chosen the offer well?The FBInegotiator says you’ve chosen right when you deliver the offer and the salesmangets really angry.Thatmeans it’s a totally unreasonable offer. But it’s close enough he has toconsider it.