Jan 13, 2025
Never Negotiate Against Yourself With One Simple Rule
According to research published by the National Institutes for Health, the average person interacts with others people over 12 times a day, and, when looked at realistically, many of these interactions require a person to take part in some manner of negotiation. Deals aren’t just made with clients, customers, and officials; we make deals with partners, friends, and ourselves as we go through life.
Despite the frequency with which we make them, many people are uncomfortable making deals, in part, perhaps, because they don’t realize just how much experience they actually have with the process every day. BigSpeak’s EVP Ken Sterling also argues that many are uneasy around the negotiation process because it’s difficult to make a good deal.
Sterling has been consciously honing his negotiation skills since his K-12 days. Needing a computer to use for his coursework, he scoured newspapers and flyers until he came upon a used computer within his budget. He called up the seller, and offered him the asking price. His grandfather, a former large-company executive, listened in on Ken’s side of the call. When the call ended, Ken was pleased to have found an affordable computer, but his grandfather frowned, offering that “The ad said, ‘best offer,’ but you gave him what he was asking.”When you’re negotiating, you’ve got no idea if the person wants to sell you something for one dollar or a million dollars. You just offered him a thousand dollars without finding out what his true price was first.”
This lesson stuck with Ken, who now uses it as his golden rule when it comes to negotiations centered on pricing:
Avoid throwing out the first number.
For Sterling’s full insights, read his recent article for Inc. in full here.
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