This Gambit is very important when you are dealing with an experienced negotiator. If the other person is proud of his ability to negotiate, his egotistical need to win may stop you from reaching an agreement.
- Position the employer to feel good about giving in to you with a small concession made just at the last moment. Here are some other small concessions that you can use to position:
- Offer to author articles for their company newsletter.
- Share your expertise with new employees.
- Represent the company at a service club.
- Waive a benefit if you don’t meet your performance goals.
- Don’t go in with your best offer up front. If you have offered all of your concessions already before you get to the end of the negotiation, you won’t have anything left with which to position the other side.
- Don’t worry about the size of the concession. Because timing is more important than the size of the concession, it can be ridiculously small and still be effective.
- Always congratulate the other person when you get through negotiating, however poorly you think he or she did.
