How to Negotiate and Win every Deal: 5 Rules That Actually Work скачать в хорошем качестве

How to Negotiate and Win every Deal: 5 Rules That Actually Work

1️⃣ Control the Frame (Who Sets the Rules Wins) Whoever defines the problem controls the solution. Start by reframing the discussion around outcomes, not price. Example: ❌ “Let’s discuss the cost.” ✅ “Let’s align on what success looks like for you.” Why it works: Once they agree on the value, price becomes a secondary detail. 🔥 Pro move: “Before numbers, can we agree on what would make this a win for you?” 2️⃣ Anchor High (First Number Shapes Everything) The first credible number becomes the reference point. Always go 20–30% higher than your minimum acceptable deal. State it confidently and calmly—no justification rambling. Example: “For this scope, we usually work at ₹2.5L.” Why it works: Even if they negotiate, they’ll negotiate down from your number, not up from theirs. ⚠️ Rule: Never anchor emotionally. Anchor like it’s normal business. 3️⃣ Trade, Don’t Concede Never give something for free. Ever. If they ask for a discount: Trade it for time, scope, testimonials, speed, or payment terms. Example: “I can reduce the price if we close this by Friday.” “I can do that if this becomes a 6-month engagement.” Why it works considered: You protect your value and create urgency. 4️⃣ Use Strategic Silence (Let Them Negotiate Against Themselves) After you state: Your price Your terms Your final offer 👉 Stop talking. Let the silence sit. Why it works: People hate silence. They’ll often: Justify your price for you Reveal their real objections Increase their offer slightly 💡 Silence is pressure—use it. 5️⃣ Close with a Binary Choice (Yes Becomes Easy) Don’t ask “What do you think?” Ask decision-based questions. Examples: “Should we start Monday or Wednesday?” “Do you want this billed monthly or upfront?” “Is legal approval the last step, or finance?” Why it works: You shift the brain from thinking to deciding. 🧠 Humans prefer choosing between options than making a decision from scratch. 🏆 Bonus: The Killer Closing Line Use this when the deal stalls: “If we solve X and Y exactly the way you want, is there any reason we wouldn’t move forward today?” If they say yes → you know the real objection If they say no → close immediately The Golden Rule of Winning Deals ❌ Win the argument ✅ Win the outcome