Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts

Techniques for Buyers and Sellers

Before you can wrap up and move to the final round, you must get your opponent to commit to some or all of your proposals. Here are a few techniques that will help you accomplish this.

You Are the Seller

Let’s say you are in the business of raising and selling those cute Chinese sharpei puppies with all the wrinkles. A prospective buyer has driven forty-five miles to your farm to see your latest litter of six puppies, which you normally sell for $1,500 each. However, your research shows that presently there is a glut of this breed on the market. You need to sell at least one just to pay the bills, and the buyer has already agreed to buy a male puppy for $1,400. Ideally, you would like to sell her two dogs and ...