Don't Negotiate Against Yourself

Make the Other Side Make A Counter-Offer






When you negotiate against yourself, you are bidding against yourself. Let's say, for example, that you want to sell your watch for $100. You may point to your watch and ask your friend if he wants to buy it for $100. He does not answer and you quickly go down and ask if he wants it for $75.00. When he does not answer, you go to $50.00 and then he nods his head and says,"sold."

What did you do wrong? What you did wrong was not waiting for an answer. You must demand a counter-offer. Some negotiators cannot stand silence. The best negotiators know that silence is their friend and will wait and wait if necessary. When you are in a hurry, you may leave money on the table as they say.

When you get silence, you must ask what they will offer for the watch, not keep giving offers. When you don't wait for a counter-offer, you are no longer negotiating with the other person and you are negotiating against yourself.

Let's go back to the watch. You ask for $100. You wait and if there is no response, you ask how much they are willing to pay. If he says $80 or $90, you are already close to your goal and you can make a counter-offer yourself to arrive at the agreed price. If the other side offers $50.00 then you will probably be able to negotiate a sales price around $75.00.

Remember to wait for that counter-offer. If you don't you will be negotiating against yourself, and you will only have yourself to blame.

Rule 28: How To Negotiate Like A Pro



Mary Greenwood, Mediator, Attorney and Author of
How To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awards
Best How To Book, DIY Festival
Runner Up, New York Book Festival, E-Book and Self-Help Category
Finalist ForeWord Magazine Book of the Year Awards
Finalist, Best National Book Awards, Self-Help Category
Honorable Mention, London Book Festival
How To Mediate Like A Pro: 42 Rules for Mediating Disputes
Winner of five book awards
Best National Book AWard, Law Category
Best E-Book, New York Book Festival
Best How To Book, Beach Book Festival
Best E-Book, Indie Excellence Awards
Spirit AWard, South Florida Writers Association
Email: howtonegotiate@aol.com
www.marygreenwood.com