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Start with no, instead of going in to a scenario, going into a negotiations that I got to close this deal. I have to get this deal. The minute you are not attached, the minute you start with no. It is almost like, I expect this is going to go well but at the same time, I am not attached I call that walk away power. The minute you say, you know what, it would be nice, if we do this deal. But I am perfectly okay if we do not do the deal. So the minute you are okay to walk away from the deal then the other party, the person that you are nothing and feel can feel that hey you are not needy. You are not desperate. You are here to work out a win-win deal. And that is very good. So start with the no in your mind first so you are not attached.
Allows find the hidden motive. In other words, what motivates, the person, what motivates this party, not what they day, they might say they want this? They want that but what is it? They might oh, I want the price. Anything less than that I am not going to say yes to. Well, is it price or is it something else? Could it be that if they do not do this deal? There is some kind of deadline? There is urgency that y9u may not be aware of. So if you talk a little bit of time and do your research or you ask if you know how to ask good question or you just find our maybe from the people around them what motivates this person. What are their hot buttons? Onc you find that when you are going in and you are not attached but the same time, you have done your homework. Negotiation very often is about ding your homework, right. Whoever does the most amount go home work about the other person. You will have an edge.
So imagine you are negotiation about a particular deal. So when you just ask and say hay, I want this. Well, I want this, well I am not goanna give you that. Now you are fighting over this one thing right. It is either becomes a yes or no kinds of scenario. Instead when you are asking something, ask for the moon, meaning this. Do not ask for three or ask for five, ask for ten things. The other party will like they will freak. They will be like no that is crazy. I am not going to give you these 10 things. You are insane. There is not easy, there is not deal to be make here. And y9u are like well, so what could you do? Well I am not goanna give you 10 things. The most I could give you is like four things or five things or three things. Good, because those are actually the three things that you want in the beginning. So when you ask for the moon, you give them a little bit of leeway to negotiate to kind of haggle. To knowing key, you are not goanna got it all but if you get half of it, you get one third of it. You want in the beginning anyway. That is the outcome that you want right. When do it, you got to practice right. You got to proactive almost with straight face right. You got to perceive the negotiation. It is very projected right like they will freak. They will be like no that is crazy. I am not going to give you these 10 things, you are in sane. There is now way, there is no deal to be made here. And you are like well, so what could o do? Well I am not going to give you 10 things. The most I could give you is like four things or five things or three things. Good, because those are actually the three things that you want in the beginning. So when you ask for the moon, you give them a little bit of leeway to negotiate to kind of haggle right. To knowing key, you are not going to get it all but if you get half of it. You want in the beginning anyway. That is the outcome that you want right. When do it, you are going practice right. You are going to practice almost with a straight face right. You are going practice with negotiating. It is very professional right. But also believe that you are not asking a lot because you are greedy or anything like that. It is you are going to get the nest deal right? Everybody wants to get the best deal. But at the same time, once you have done our research you have done your homework. You know the motives what are the motives they have then you can make it a win in. Here is what I did early on in business that I think was wrong. That I was always trying to make it almost like. I always win and other people lose. And you might be able to do that if you have enough power. But the problems people do not come back. They do not want to do business with you again. So you might think you win short term but long term actually you do not get any repeat business. Ou definitely do not get referrals.
