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As hard as
it may be, practising the art of silence after an offer
has been made, may just induce extra concessions.
Reason: psychologically, the other party will react
by thinking about the worst possibilities.
A minute of silence may seem like an eternity ... but
it's only sixty seconds (perhaps a very profitable sixty
seconds if you can extract "extras").
At the conclusion of this lengthy period of silence ...
simply say, in a business like manner, "Would you please
restate the offer, in its entirety".
You will be surprised at the extras voluntarily given,
simply because you have not indicated your position.
Very often, negotiation points need to be repeated in
order to grasp the full significance. These phrases are
handy in order to elicit a repeat of what has been said.
"Could you expand on that?"
"Tell me more ... but first, please repeat the important
points you've just made".
"What do you consider are the most important aspects of
what you've just said?" |
