Negotiation skills: Ask For More Than You Expect To Get

It creates some room for negotiation, and you might just get what you're asking.

If the role of buyer or seller in a sales transaction, asking more than you expect to get a classic opening position in negotiations.

In the audio book, "Sound Advice on negotiating skills," author Roger Dawson says: "Henry Kissinger called this the key to success at the bargaining table." It 'simple, Dawson notes, but there are many underlying reasons for doing so.

"It creates a certain amount of trading that makes it easier to get what you really want," says Dawson. "It creates a climate in which the other person can have a win with you." This can prevent climate talks deadlock, especially when it comes to negotiating a selfish, according to Dawson.

"When you're selling, you increase the perceived value of your product or service," says Dawson. However, some sellers are so anxious to reach an agreement that soften their opening negotiating position. "They hope that in this way the customer will appreciate how generous they were," says Dawson. "The danger is that the customer may instead think: 'If we have given this much, we can achieve much more, we try to be tough negotiators.'"

The solution, says Dawson - a renowned speaker and author of the book "The secrets of power negotiating for salespeople" - is to ask "for more than what they expect to get, but implies a certain flexibility in order to encourage them to negotiate with you. "

Roger Dawson offers negotiating skills counseling weekly newsletter free of audio from what works in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92 ......