What is the concept of negotiating? Most people would say the “concept” is haggling. That’s what most people think of. Garage Sale style. There’s one thing to buy/sell and there’s one price. The seller trying to get a high price, the buyer trying to get a low price.
But theoretically, and at the academic level I believe you’d be told, negotiating is creating a larger pie (value) for both parties, then subsequently dividing the pie. Most people wouldn’t consider that concept.
The most correct response/reply you’d receive would be rooted somewhere in “trying to get a better deal for my side”. Simple or complex, personal or business, buy side or sell side. TableForce excels at explaining two constructs that are fundamental in getting the better deal”.
First, that BOTH sides can do better. It’s not a zero-sum game with one winner one loser. I can make the deal size lager and create more value for my adversary.
We use the terms “create value” and “claim value”. Very common in “negotiation world”.
First create value.
“How much do you want for the car?
Followed by: what’s included (creation) i.e., extra tires, cover, washing kit, rims, ….
Next claim value (if you claim first, you’ll scare the other side. Damage trust.)
What’s included in my price?
Same list, but this is where capturing (claiming) value comes in. Some well-placed comments or tactics can help one side do better than the other, while keeping them happy (often unknowing)
I was on my way to your competition, but I thought I should stop here first. I need a better price, but I don’t need the extra tires. If you can do better on price, you can keep the tires AND I’ll leave you a positive review, OR I can introduce you to my friend whose car is just coming off lease.
By Bryce Smith|2023-05-10T09:58:40-04:00October 27, 2020|