The Pocket Small Business Owner's Guide to Negotiating by Richard Weisgrau

Author:Richard Weisgrau
Language: eng
Format: epub
Publisher: Allworth
Published: 2012-07-14T16:00:00+00:00

Positive Priming

You can get people in the habit of saying “yes,” which is a word you normally want to hear from your counterpart in a negotiation. The method is really very simple. You ask a series of questions or make a series of statements that will get a positive response in an answer or in the person’s mind. It is OK if the person only thinks yes without saying it. Here’s an example of the kind of progression you can use to get your counterpart to think in the affirmative.

“I have a reputation for not only delivering fine-quality work but also for getting it to my clients on time and within budget. I am sure you want that.” Prospect thinks yes.

“I assume that your deadline for completion is important as far as timing goes, so an on-time delivery is important.” Prospect thinks yes.

“Would you feel better if I placed this job a few days sooner in my schedule to assure no delays will interfere with meeting your deadline?” Prospect answers, “Yes.”

“I can’t promise it, but I assume that if I can bring this job in under budget, you’ll be happy.” Prospect answers, “Sure will.”

“If you can assign this job to me today, I can work it into my schedule very soon. Here’s what I have to offer. We can do this job for $5,000. We’ll have it wrapped up in two days. Do you want us to start on Tuesday or Wednesday?”

Notice that the last question cannot be answered with a “yes” or a “no.” I assume that I have the prospect thinking in positives, that I have the job, and that only the details remain to be pinned down. First, I established a positive line of thought, and then I asked two “yes” questions. Finally, I assumed that I would be doing the job and asked what day they would like me to start work. I don’t just ask, “Do I have the job?” Make the assumption that you have it. Don’t ask a question that can get a no for an answer.

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