Negotiation Skill Training: The Considered Response
One of the best negotiators I’ve ever encountered used an interesting technique I call the “considered response. ” It worked this way...
Frankly, I don’t know whether he really figured out anything on that sheet of paper. For all I know, he might have been doodling. But I do know that his “considered response” gave his answer credibility and respect. It became a stronger “no.”
The “considered response” is a powerful tool. By disciplining yourself not to shoot snap answers “from the hip”, your strength as a negotiator will increase.
The rule is this: the next time the other party makes a demand or offer, be it acceptable or not, don’t respond to it with a “yes” or “no” right away. Just keep quiet and think about it for a while.
Better yet, write down on a piece of paper a few calculations that only you can see. Then answer “yes” or “no” or anything you please. Your considered response will give greater weight to your answer, whatever it is.
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