Losing face is something humans instinctively avoid.
Once someone has taken a strong position in a negotiation, unilaterally moving from it requires them conceding that they were wrong to take that position. Moving from it substantially means losing face.
You have done the hard work and convinced them that to get a deal at all, they need to move a lot. Problem is that they won't move as they don't want to lose face. Or if they do agree, they'll get you back afterwards. What to do?
Easy. Just help them.
If their offer is stuck on 100, but you believe they can move to 80, ask them what changes they need to make for the price to be 80. Negotiate to ensure these changes, although grand sounding, are insignificant to you.
Deal done, face saved.
See this excellent (and funny) example of how to try it with your dentist: http://www.youtube.com/watch?v=3AUjQaOuiKA
About Me
- Sean Sidney.
- Suffolk, United Kingdom
- After a decade of fun locking horns with suppliers and other stakeholders, I have spent the last three years travelling the world training purchasing teams. Something I'll continue to do whilst starting my new adventure; working with small/micro companies in the South/East of England to ensure their key negotiations are successful negotiations. If you want a taster, post a question for me, here. I'll answer them all.
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