Seven Basics of Negotiating

Your first response to a price that the seller names

• "That's not good enough!"

• "If I" take-away technique

• Cash

• Shut up - silence

What is being used against you when a care salesperson says, "Let me check with my supervisor." 

• Walk-away power
• "That's not good enough!"
• Good guy, bad guy
• "If I" take-away technique 

Your strategy when you say, "Throw in free delivery, and it's a deal."

• Good guy, bad guy
• "If I" take-away technique
• Walk-away power
• "That's not good enough!"

Maintaining an emotional distance

• Cash
• Always tell the truth
• "That's not good enough!"
• Walk-away power

A powerful visual and emotional tactic while negotiating

• Shut up - silence
• Cash
• Walk-away power
• Always tell the truth

When you inject a bit of drama into the transaction with your silence

• Always tell the truth
• Good guy, bad guy
• Shut up - silence
• Walk-away power

Using Integrity at all times

• Always tell the truth
• Cash
• "If I" take-away technique
• Shut up - silence

Your strategy when you say, "If I buy this computer from you, I want that printer thrown into the deal."

• Cash
• Always tell the truth
• Good guy, bad guy
• "If I" take-away technique

Demonstrated by saying, "I don't really need this item today, anyway."

• Good guy, bud guy
• Walk-away power
• "That's not good enough!"
• Always tell the truth

Used to close the deal right then and there

• Always tell the truth
• "If I" take-away technique
• "That's not good enough!"
• Cash