Negotiating in Life, Negotiating Tips November 11, 2009

Using a 'Considered Response'

When you are negotiating, learn to discipline yourself not to provide quick responses. When the other side makes a demand, or makes you an offer, be it acceptable or not, don't respond to it with a quick 'yes' or 'no.'

Silence and Time

Use silence and time to your advantage. Once an offer or demand has been made by the other side, keep quiet and think about it for a while. Better yet, take a piece of paper and write down a few notes, or do a few calculations that only you can see -- or ask for some time to do a little research. Then, when you do provide a response, be it a yes, or a no, or anything else, your 'considered response' gives greater weight to your answer. What ever it is.

Credibility and Respect

A 'considered response' gives your response more credibility and respect.

Your 'no' becomes a stronger 'no.' You took the time to evaluate the offer, and, regretfully must say no.

Your 'yes' becomes a more thoughtful 'yes.'

A quick 'yes' leaves the other side second-guessing their offer. "We should have asked for more." They can feel some remorse. But when you take the time to thoroughly evaluate the offer, and then say yes, it tends to enhance the satisfaction of the other side.

Responding with a quick 'yes' or 'no,' often forfeits the opportunity to create a better, more satisfying deal for both sides.