The Negotiation Guru

We do get unrealistic offers from the other party. If you are the seller, your buyer will offer a price that is way too low your expectation. If you are the buyer, your seller will probably try to sell you at a price that is totally out of your range. You start to get offended by the outrageous offer the other party shoots. How do you deal with this?

We must learn that by getting angry with what the other party offers is not worth it. It will affect the relationship you have with him and future dealings. You want to still preserve the good relationship with him. Separate the person from his proposal. It is not the person you disagree with. It is his proposal that you do not agree. Seeing the person and the proposal as two separate entities will help you deal better with the other party.

This is what you can do:

1) Call out the tactic

By calling out the tactic, you can be sure that the other party will start to become defensive.“I was hoping that we have a healthy dealing here but the extreme offer tactic that you are using just upsets me. It sounds like you are not interested in closing this deal.”2) Ask for justificationAlways ask for justification! Even if they offer something that is within your range, proceed to ask for justification. When people have to justify their own stand, they start to examine their own offer. Sometimes, you can get them to talk themselves out of their initial offer.“How did you come to this figure?”“Is there a reason why you are offering this?”

3) Flinch!

Show that you are surprised by his offer. The other party might sometimes be ashamed by his outrageous offer. You will know that he is ashamed when he starts to retaliate quickly by saying “Oh…so what do you offer? Give me a good one? I will see if I can adjust my offer.” By saying this, the other party has given away his game. It shows that he does not find his own offer convincing enough since he is so willing to adjust his offer.

You will have to play his game. The other party is trying to anchor you. Be very aware of this. Let them know that they have to adjust their expectation in order to close the deal with you. Make relationship the most important factor in your negotiations.

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Jens Thang
Unleash The Negotiation Guru In You!