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Secrets of Power Negotiating for Salespeople by Roger Dawson

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Chapter 6Never Say Yes to the First Offer

Now let’s move on to another major principle that is critical in the beginning stages of the negotiation: Never say yes to the first offer or counter offer. The reason that you should never do this is that it automatically triggers two thoughts in the buyer’s mind.

Put yourself in the buyer’s shoes for a moment. Let’s say that you’re a buyer for a maker of aircraft engines and you’re about to meet with a salesperson who represents the manufacturer of engine bearings, something that’s a vital component for you. Your regular supplier has let you down and you need to make an emergency purchase from this new company. They are the only people who can supply within the 30 days that you need to prevent a shut ...

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