Concession with something like

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Unfortunately, when the deadline is near we don’t always have the ability to take our time with tactics like aiming highing and negotiating slowly. But in a negotiation, the terms and conditions a customer throws at you (typically in the form of price) are usually their minimum position and sometimes they ask for concessions just to ask! If you’ve done a good job of positioning the value of your solution until this point and have a good relationship with the customer, don’t be afraid to push back.



If you’re concerned about coming off as too defensive, you can norway cell phone number list respond to a request for a: “Oh, I don’t know if I’ll be able to get approval for something like that. Is it a deal breaker?” It’s an easy but highly effective way of knowing if it matters. Often times it won’t and the simple question will save you from granting a whole host of unnecessary concessions, especially in the final hours.



But this is more than just experience talking! Science Says You’re More Persuasive Than You Think In a study by Cornell and Stanford University professors, Vanessa Bohns and Francus Flynn, participants were asked to estimate how many strangers they would need to approach before they found someone willing to fill out a questionnaire, make a donation to a charity, or let the participant borrow a cell phone. The result: when the experiment was carried out, strangers turned out to be twice as likely to say “yes” as initially guessed! It’s the classic story of the attractive person who waits at the bar, hoping to meet someone fun and interesting, only to leave alone because no one had enough courage to walk up and introduce themselves.