Give & Take Close
All negotiation is give and take as a basic function. All of these examples work on the law of exchange, if you give then people will be inclined to give back. There’s three pieces of advice here:
Before you start negotiation determine what you will give up and what you want to take. Mentally imagining a process is nearly as good as actual practice.
Give something, then take it away. ‘yes, we can be there at 3:00 on Tuesday.. Oh wait that’s booked, when are you available?’
Make a load of small incremental offerings to claw back a larger offering
Give, then take it back and then give something better
You can price anchor then reduce the cost
Openly give and then shut up, the awkward silence will make them inclined to fill in the gap
The whole purpose is to keep the negotiation midpoint moving.
When it’s in your favor close the deal.
