....they “simply could never afford that package”?
Their aim might well be to make you feel a bit sorry for them. So, don’t let yourself feel sympathy for this “acting performance”. Understand that it’s often a pre-planned, standard practice to lower your aspirations. Try asking for a time out without offering a reason or response. Then you can come back with another way of making your same proposal!
....they suddenly demand more than you have already agreed?
Again, it’s important to keep your cool in such provocative situations. So, don’t react with either anger or other negative emotions of any kind. Do smile pensively. Then, ask for a time out to consider the matter with “others”. This gives you a chance to respond only after thinking the situation through carefully. Finally, try and find something positive you can do rather than simply to offer a negative response
…if they raise the demand again....
It’s time for a bit of acting on your part (or your reaction might be genuine): suggest sorrowfully that the whole deal might fail in such circumstances. However, don’t appear to be allocating blame – you are showing sadness – not anger or frustration. Also, keep a pleasant, wistful manner throughout. Then, if necessary, take the right to start from scratch in these “changed circumstances”
Negotiation Tactics - What To Do If - Part Two - To learn more about this author, visit Gordon Veniard's Website.
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Gordon Veniard
(Visit Gordon's Website)
GORDON VENIARD thanks you for your
interest in these articles
He has been delivering training events -
and creating and providing valuable
development materials - for more than 20
years
Gordon covers a wide range of business
communication, promotion, sales,
negotiation, customer service, leadership
and management subjects. He has worked
with major companies and organisations;
spoken at many conferences and seminars -
always adding good humor to valuable
advice
To find out more, Gordon would be pleased
if you would take a moment to visit his
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ks.com. You can register for his free
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n@thevenworks.com
Thanks again - please enjoy - and feel
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