Give & take close
Written by Jamie May
All negotiation is give and take as a basic function. All of these examples work on the law of exchange, if you give then people will be inclined to give back. There’s three pieces of advice here:
Before you start negotiation determine what you will give up and what you want to take. Mentally imagining a process is nearly as good as actual practice.
Loads of applications for Give and Take
- Give something, then take it away. ‘yes, we can be there at 3:00 on Tuesday.. Oh wait that’s booked, when are you available?’
- Make a load of small incremental offerings to claw back a larger offering
- Give, then take it back and then give something better
- You can price anchor then reduce the cost
- Openly give and then shut up, the awkward silence will make them inclined to fill in the gap
- The whole purpose is to keep the negotiation midpoint moving.
When it’s in your favor close the deal.
