From the course: Negotiation Skills
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Use small steps
- One of the easiest and most commonly broken rules in negotiating is move in small steps. When I run exercises with people in pairs on my training courses, it's amazing how often someone will have a starting point of maybe $4,800, and then their first move will be to come down to $4,000. They've just given $800 off and they didn't need to. They could have come down from four, eight to four, seven or four, six fifty. And it's not just the amount that they've given, but also they've sent a signal that they will come down a lot further. I have a rule which is mostly reliable that if someone first reduces the price by certain amount, they're likely to reduce it by the same amount again. So if someone comes down $800 you can expect to get another $800 off eventually. So I'm now aiming to get it for $3,200. The reason for this rule is that people usually half the distance between where they are and where they're planning to end…
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