Become an Expert Negotiator: Real Life Sales & Negotiation Tactics (Professional Sales and Negotiation Strategies and Tactics) by Daniel Weiser

Author:Daniel Weiser
Language: eng
Format: mobi
Publisher: DealMakers - Negotiators International
Published: 2014-07-08T16:00:00+00:00

Negotiation Tip #12: Establish That the Deal Is Not "Fair" According to an External Objective Criterion

A mere statement that a certain arrangement isn't fair is likely to raise a firm objection: "You might not consider it fair, but I do". Therefore, when making this claim, it must be accompanied with some kind of external criterion indicating that in other cases the arrangement went according to our request. Normally this will be demonstrated by how the issue was resolved in a similar deal by other parties, or in the past by the same person we are dealing with ("when you invested in XYZ you didn't insist on gaining control; the same applies in our case"). In any event, one can expect that the relevance of the external criterion to our deal will be subject to opposition ("you're right, but they were already profitable when I made the investment, and your company hasn't even finished developing it's first product"). Therefore, when choosing a criterion for comparison, we must think in advance what kind of objections the comparison might raise – and vaccinate against it ("with XYZ you didn't insist on gaining control. They might have been profitable, but they address a $500 million market, while we are facing a $4 billion market. We shouldn't be required to grant you control under those circumstances").

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