Question 2 False

2. In a negotiation your aim is to prevent the other party from saying "No" to you. True or False?

Well done the correct answer is of course: False - You want to begin with a "No". If it's an immediate yes, you will have lost the opportunity to negotiate.

If they agree with you immediately you've probably done one or more of the following:

• Made incorrect assumptions about the power balance
• Not identified your sources of power or the weight they have
• Misread how much they need or want what you have to offer, again indicating we haven't weighed up the power balance correctly
• Simply not asked for enough
  

So once again well done, let's see how you do next time....

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Want some further guidance or reminders?

Check out the Members Only support materials on any of the 8 Steps:
Prepare
Argue
Signal
Propose
Package and Bargain
Close and Agree

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