The Five Golden Rules of Negotiation

Golden Rule No. 2: When Asked for a Concession, Always Respond First With a Defense of Your Offer

The other party may attack your offer in two ways. First, by raising an objection: “The price you’re quoting is unreasonable,” “The payment terms in your draft contract are absurd.” And second, by making a direct request for a concession: “Make an effort!”

To Make an Immediate Counteroffer Is a Mistake

In Response to an Objection

In response to an objection, naturally you must defend your offer. Under no circumstances meet an objection with a proposed concession!¹

Points to note:

• A concession may cost you dearly, while defense of your offer costs nothing.
• In no way does raising an objection indicate that your counterpart will not ultimately accept ...