Secrets to Negotiating Success
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# 61 - "Repeat Only What is to Your Advantage"
Perception is reality; and that which is repeated, either aloud or in writing, also takes on a reality that can make it the standard for the negotiation. Therefore, it is important to avoid repeating any figure or position taken by the other side, especially if it is not advantageous to your own position. Let's explain this. Let's say you're trying to arrange delivery of a purchase for Friday of this week. However, the store's policy is that they need ten days. If you continue to repeat, "this Friday," chances are that the store's counter-offer will be formed using that day as a guide. But, if you start working from their ten-day point and begin to repeat that number (thereby reinforcing it as the standard), you probably won't receive your delivery on Friday. If you don't repeat the other person's unfavorable number or term, you stand a better chance of getting what you really want. This secret is especially helpful if your Maximum Supportable Range and the other side's Maximum Supportable Range are very far apart. By not allowing the other side's figure to become the standard, you better your chances of settling the negotiation closer to your own standard. So if somebody throws out a number you don't want, never repeat it and never write it down. In short, don't accept any figure or position that could become the standard against which you might have to negotiate. |
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