The Shock Opener, You are buying a specialized piece of equipment that is listed for $50,000. Even though you know the market value is closer to $42,000, you open the negotiation by offering $25,000. Goal: To immediately lower the seller's expectations and force them to justify their high price, effectively shifting the "anchor" of the negotiation downward. Goal: To immediately lower the seller's expectations and force them to justify their high price, effectively shifting the "anchor" of the negotiation downward.Goal: To immediately lower the seller's expectations and force them to justify their high price, effectively shifting the "anchor" of the negotiation downward.Goal: To immediately lower the seller's expectations and force them to justify their high price, effectively shifting the "anchor" of the negotiation downward., The Strictly Off-Limits Ploy, During a contract renewal with a software vendor, you state right at the beginning: "We can discuss the features, the support level, and the integration timeline, but the annual subscription fee is strictly off-limits—our budget is capped at $10k and remains non-negotiable.", The Take-It-or-Leave-It Challenge, After three rounds of discussions regarding a freelance consulting project, the client keeps asking for more revisions. You present the final contract and say: "This proposal includes two rounds of edits at the price we discussed. This is my final offer; if it doesn't meet your needs, we won’t be able to move forward with the project.", The I’ll-Have-to-Check-with-Head-Office Ploy, You are negotiating a partnership deal. When the other side pushes for a 20% discount, you reply: "That sounds like a valid point, but I don't have the authority to approve discounts over 10%. I’ll have to check with my regional director before I can commit to that.", The Good Cop, Bad Cop Approach, You and your colleague are negotiating with a supplier. Your colleague (Bad Cop) acts tough, criticizes the supplier’s delivery times, and threatens to cancel. You (Good Cop) act sympathetic, saying: "I understand your position, but my partner is really upset. If you can give us just a 5% discount, I think I can calm him down and keep the deal alive.", The Once-in-a-Lifetime Offer, A real estate agent tells a potential buyer: "The owner is looking for a quick exit because they are moving abroad tomorrow. If you sign the letter of intent by 5:00 PM today, they will include all the premium furniture and the smart-home system for free. This offer expires tonight.", The Salami Technique, Instead of asking for a $5,000 discount on a car, you ask for free floor mats. Once agreed, you ask for a full tank of gas. Then, you ask for the first two services to be free. Finally, you ask for an extra year of warranty., The Last-Minute Demand, The contract for a large merger is 50 pages long and ready to be signed. Just as the pens are on the table, you say: "Everything looks great. By the way, we’ll need you to cover the closing legal fees for our side as well before we can finalize this."

Negotiation techniques

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