Respond to a proposal or counter-proposal with the Vise Technique: “You’ll have to do better than that.”
- Apply the “Silent Close” right after the Vise technique (See SILENT CLOSE Card). Shut up and don’t say another word. The other side may just make a concession.
- Respond with the Counter Gambit If the Vise Gambit is used on you: “Exactly how much better than that do I have to do?” This will pin the other person down to a specific.
- Concentrate on the dollar amount that’s being negotiated. Don’t think percentages.
- Be aware of what your time is worth on an hourly basis. A negotiated dollar is a bottom line dollar.
- Remember you will never make money faster than you will when you’re Power Negotiating.
