Negotiating is a game, but not a game everyone likes to play.
Negotiating is the key to getting the rates you want, the house you want, and the deal you want; but it trips up even the smartest of us.
The key to winning the negotiation game is different than the key to winning a football game. It isn’t a tactic; it is a position of power.
The simple secret to winning in each and every negotiation is caring the least.
When you are desperate to close a deal, the other party can feel it. Desperation creates a couple problems:
- Desperation conveys the idea that you aren’t worth what you are asking. Instead of not getting what you want, you could lose the deal completely
- Desperation gives away all your power. When you HAVE to close the deal, you do not have the upper hand to the person or party that cares less
Jim Camp, an expert on negotiation says more bad deals are made and money lost because of need and desperation.
Even if you feel desperate – when you have to close the deal TODAY to pay rent or feed your kids NEVER SHOW IT.
Learn to not to feel it.
In a nutshell the secret to winning is simple: “Need is death. Want is life.” ~ Jim Camp