The Negotiator Magazine

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If you make a concession during a negotiation, get a reciprocal concession right away. Don't wait. Don't be sitting there thinking that because you did them a favor, they owe you and that they will make it up to you later. With all the goodwill in the world, the value of what you did goes down rapidly in their mind.

For the same reason, consultants know that you should always negotiate your fee up front, not afterward. Plumbers know this, don't they? They know that the time to negotiate with you is before they do the work, not after. I had a plumber out to the house. After looking at the problem he slowly shook his head and said, "Mr. Dawson, I have identified the problem, and I can fix it for you. It will cost you $150."

I said, "Fine, go ahead."

You know how long it took him to do the work? Five minutes. I said, "Now wait a minute. You're going to charge me $150 for five minutes work? I'm a nationally known speaker, and I don't make that kind of money."

He replied, "I didn't make that kind of money either-when I was a nationally known speaker."

Key points to remember:

Roger Dawson, CSP, CPAE is one of North America’s top negotiating experts and a leading sales and management speaker. This article is excerpted in part from Roger Dawson's new book-Secrets of Power Negotiating. His latest book is "Power Negotiating for Salespeople." For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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