Question 2 True

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

Sorry if you answered True you got this one wrong!  Ideally you want to start the negotiation with the other side saying "No". 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 the correct answer is: False - You want to begin with a "No". If it's an immediate yes, you will have lost the opportunity to negotiate.

Better luck with the next question....

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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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