Secret #3 - Who shall make the first offer?

Black BELT negotiators are short-cutting argumentations Simply by making clear proposals. It makes sense, right!

But we justify our proposal; we say what we don't want, not what we want. And above all, we don't know the First Offer rule.

Our studies show that you will be twice as likely to get your proposal approved if you make an anchored offer.

So how do you make a perfect offer? When shall I make it, and what are the exceptions to manage?

How to ?

In our transformation programme you will learn how to PASs your order:

  • Positives. Use positive verbs; don't say what you don't want.
  • Anchored. Make challenging demands, but ones that you can justify.
  • Specific. Factual, precise, concise and focused on the objective.

Why ?

Why Positive?

According to Marshal Rosenberg, requests are more effective when we use positive action verbs (3). Indeed, saying what we don't want, doesn't give information about what we wish to, a negative request ("don't do this", "don't say that") can even be interpreted in different ways by your interlocutor.

Why Anchored?

Thanks to the anchoring bias, we know the importance of the first request and the impact between the demand (anchoring) and the reference point. The art consists of making high demands but not excessive demands (4).

Why Specific?

Several studies show that people with a specific request obtain significantly better results than others (1). Besides, make specific requests, the anchoring effect will be more effective, and you increase your chances of getting an agreement (2). Be concise, requests that are too long are complicated for the recipient of the request to manage, and requests with digressions or related sentences, and when we try to justify or explain our comments.

How ?

Summary

You can prepare your first demand in the Framing part of your Preparation Checklist.

Make PAS demand.

Ask for an answer.


Example.

"I'll offer you a one-year contract for 250k, which will give you access to our entire portfolio of services."

Video e-Learning


  • Scientificaly proven 6 Acts methodology based on our experience
  • Adpatable to every negotiation situation
  • 28 experts negotiators techniques available on-demand
  • Pragmatic solutions to progress at your own pace


245 euros


  • E-Learning video training (duration 4h35)


  • Includes prepation templates for preparing your negotiations


  • Highlight on the key elements to remember
  • On-line quizz to validate your progression
  • Delivers a social-network compatible certificate


Références

  1. Halvorson, H. G. and PhD (2011) 'Nine Things Successful People Do Differently', Harvard Business Review Press.
  2. D. Loschelder, D., Friese, M., & Trötschel, R. (2017). How and why precise anchors distinctly affect anchor recipients and senders. Journal of Experimental Social Psychology, 70, 164-176. https://doi.org/10.1016/J.JESP.2016.11.001
  3. Rosenberg, M. B. (n.d.). Nonviolent communication : a language of life.
  4. Oesch, J. M., & Galinsky, A. D. (2003). First Offers in Negotiations: Determinants and Effects. SSRN Electronic Journal. https://doi.org/10.2139/ssrn.399722


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