Choose to Take the Journey

In any negotiation, the key to getting the best deal is to conceal your neediness. If your counterpart senses any desperation, she will make you pay dearly for it. And why shouldn’t she? You would do the same if the shoe were on the other foot.

First of all, never believe her lies. Am I calling her a liar? Are you a liar for withholding your vulnerability? Don’t concern yourself with such labels. This is strictly business. You’ve both entered into this transaction knowing the other party will act in their own self-interest. Look for patterns in her behavior and watch out for inconsistencies. Do not be fooled by claims of innocence; they will pass between her lips easier than a slice of ripe mango.  You must draw your own conclusions and trust your own judgment.

Recognize your own value. Do not be so focused on how much you desire her goods and services. Realize that your own goods and services are just as mouth-watering. She will be studying you intently, looking to call your bluff. But you will not need to bluff because you will understand the value inherent in what you bring to the table. Remember, she wants what you have ;)

Know your bottom line. What is the final price you’re willing to accept? Of course you will try for better, but do not settle for any less than your predetermined threshold. Do now allow her to move this line. Stand your ground or be willing to walk away.

Allow adequate space for give-and-take. For every step she yields, you can reciprocate in kind. But you need not concede the same amount. The mere act of compromise already sets a friendly tone for your interaction. Therefore, do not begin bargaining too close to your bottom line.

Think win-win. Do not nickel and dime her for trivial gains. If her offer is already satisfactory, then close the deal. If future negotiations are to be had, establishing goodwill and a good relationship will prove advantageous to both of you in the long run.