You should
never say yes to the first offer (or counter-offer), it automatically triggers two thoughts in the person's mind:
- I could have done better and next time I will. A sophisticated person won't tell you that he felt that he lost in the negotiation; but he will tuck it away in the back of his mind, thinking “The next time I deal with this person, I'll be a tougher negotiator. I won't leave any money on the table next time.”
- Something must be wrong.
Turning down the first offer may be tough to do, particularly if it's taken you weeks to build up the courage to ask for more. It will tempt you to grab what you can. When this happens, be a Power Negotiator – remember not to say “yes” too quickly!
