A Little Negotiation Mistake that Can Cost You Everything



"Your beliefs create your experience NOT the other way around"

During negotiations two people are coming together with two different sets of beliefs. And he who ultimately imposes the other with THEIR beliefs wins.

So, what's the little, if anything, the BIGGEST mistake that can cost you everything?

Losing frame control.

Take these examples:

Example (1) Person A: Oohh, that's expensive

Person B: It's not. We're the most affordable compared to the rest.

Example (2) Person A: That's not useful

Person B: It may not be useful to you but thousands of our clients use it everyday

Example (3) Person A: We're looking at other options.

Person B: In this situation what other options do you really have?

Example (4) Person A: I don't want that.

Person B: You don't want to make more money?

Example (5) Person A: We don't need this right now

Person B: okay, well you do know you need it but how will you know when it's too late

As you can see, person B always maintained their "frame" and their "beliefs" about what was said by person A. Never did person B "back down" and give in when person A had objections.

Now, what would unsuccessful negotiators do in these examples? Well, look at the examples of they lost frame control:

Example (1) Person A: Oohh, that's expensive

Person B: Oh, well how much can you guys afford?

Example (2) Person A: That's not useful

Person B: We could always reduce the price since you don't need that part of the software

Example (3) Person A: We're looking at other options.

Person B: What can we do to make sure you made the best decision?

Example (4) Person A: I don't want that.

Person B: It's no problem then.

Example (5) Person A: We don't need this right now

Person B: okay, just give us a call when you do.

Do you see the difference?

This time person A won during the negotiation.