Negotiating rules - 2
- Watch for sudden changes in body language
- Rather than the body language itself
- It could reveal a hardening of position
- Or a softening one
- Don't be the first to name you price
- Make your offer low, but flexible
- Don't be the one to suggest "split the difference"
- Get your rival to be the first to offer
- Position your rivals for easy acceptance
- Be sure you are the one to write up the contract