Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get what you're asking for.

Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.

In the audio book, "Sound Advice on Negotiating Skills," author Roger Dawson says, "Henry Kissinger called this the key to success at the bargaining table." It's simple, notes Dawson, but there are many profound reasons for doing it.

"It creates some negotiating room that makes it easier to get what you really want," says Dawson. "It creates a climate where the other person can have a win with you." This climate can prevent negotiating deadlocks, especially when dealing with an egotistical negotiator, according to Dawson.

"When you're selling, it raises the perceived value of your product or service," says Dawson. However, some salespeople are so eager to reach agreement that they soften their opening negotiating position. "They hope that by doing this the client will appreciate how generous they've been," says Dawson. "The danger in this is that the client may instead think, 'If they've given us this much, we can get a lot more; let's be tough negotiators.'"

The solution, says Dawson ? a renowned speaker and author of the book, "Secrets of Power Negotiating for Salespeople" ? is to "ask for more than you expect to get, but imply some flexibility so that you can encourage them to negotiate with you."

Roger Dawson offers negotiating skills advice each week in the free audio newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.onlinenews.com.pk/details.php%3Fid%3D134246cid=1254973321ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNFsJl68ogjJRwCewBNfF3sPcYpfbAimg src=http://news.google.com/news?imgefp=cBqlKVZ28wYJimgurl=www.onlinenews.com.pk/pictorial/large/06Cartn1.jpg width=80 height=57 alt= border=1brfont size=-2Online - International News Network/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.onlinenews.com.pk/details.php%3Fid%3D134246cid=1254973321ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNFsJl68ogjJRwCewBNfF3sPcYpfbANews of bnegotiation/b with Afghan govt baseless: Taliban’s spokesman/abrfont size=-1font color=#6f6f6fOnline - International News Network,nbsp;Pakistannbsp;-/font nobrOct 6, 2008/nobr/fontbrfont size=-1PESHAWAR: Hizb-e-Islami and Taliban’s leader Mullah Umar has termed the news of Taliban’s bnegotiation/b with Afghan government as baseless and said that those b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.rttnews.com/Content/BreakingNews.aspx%3FNode%3DB1%26Id%3D733625%2520%26Category%3DBreaking%2520Newscid=1255128185ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNEmET-Ego2NGsdi59Qx1NRHxfiipgMesa Air reaches tentative deal with pilots - Update/abrfont size=-1font color=#6f6f6fRTT News,nbsp;NYnbsp;-/font nobr14 hours ago/nobr/fontbrfont size=-1After 10 months long expedited bnegotiation/b process, the company management and the pilot group struck a short-term agreement, which includes more days off b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.jamaica-gleaner.com/gleaner/20081005/focus/focus4.htmlcid=1254389513ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNG-Avs8V-KN6GxwHpacn76k_YC7bAimg src=http://news.google.com/news?imgefp=9c1May9kP20Jimgurl=www.jamaica-gleaner.com/gleaner/20081005/focus/images/Layout1_1_PLATFudreyMarAM.jpg width=58 height=80 alt= border=1brfont size=-2Jamaica Gleaner/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.jamaica-gleaner.com/gleaner/20081005/focus/focus4.htmlcid=1254389513ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNG-Avs8V-KN6GxwHpacn76k_YC7bATrade and bnegotiation/b: Keys to Jamaica#39;s economic development/abrfont size=-1font color=#6f6f6fJamaica Gleaner,nbsp;Jamaicanbsp;-/font nobrOct 4, 2008/nobr/fontbrfont size=-1A team of international negotiators was recruited and a regional bnegotiating/b machinery instituted specifically for the process. The discussions on the draft b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.theglobeandmail.com/servlet/story/RTGAM.20081007.WBSteele20081007095721/WBStory/WBSteelecid=1255143031ei=mSzsSJr3FILg6APG8dSACQusg=AFQjCNEJR6sx9WShfBe-hTYT_-eye5B9bgYou say al-Qaeda, I say Taliban/abrfont size=-1font color=#6f6f6fGlobe and Mail,nbsp;Canadanbsp;-/font nobr13 hours ago/nobr/fontbrfont size=-1My point was that al-Qaeda and the Taliban are closely linked and any bnegotiation/b with the Taliban is, by definition, a bnegotiation/b with al-Qaeda. b.../b/font/div/font/td/tr/table
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