Power Negotiating: Opening Tactics

Question 1

Ask for more than you expect to get

Answer 1

increases perceived value of what you are offering

Question 2

Never say _ to the first offer

Answer 2

yes

Question 3

Reluctant seller equals

Answer 3

reluctant buyer

Question 4

Bracketing

Answer 4

placing your offer at an equal distance on the other side of your objective as their proposal

Question 5

Flinch in reaction to proposal from other side

Answer 5

if you do not, you are saying that their proposal is a possibility