The fundamental principle of any negotiation: whatever they ask you never answer “yes” or “no”. Instead, you answer “yes, IF” and then ask them something in return. If they want to get XY, they have to give something of at least equal value to you.
In the book Never Split the Difference, Chris Voss talks about using what he calls “tactical empathy” to humanize yourself to the other side. One of the best examples of this is what he calls “the clutch question”, best used when the other side is demanding something they probably know Read more…
Fortunately, most client negotiations don’t follow the hard-nosed, down-to-brass-tacks tumble that is expected when you are buying a car or a bunch of radishes from a hard-core farmers market lady. If all is well and the client knows why experts can’t be treated like they grow on trees, the actual negotiations we usually face use Read more…
Compromise in price signals compromise in value. If I buy cheaper potatoes, I anticipate throwing away more bad parts. If I buy a cheaper house, I know I’m going to have to fix her up, walk more, or pay more for utilities. As a rule, when we are talking about interchangeable, commodity-type goods and services, which the clients know Read more…