Negotation Mastery

When confronted with naming your terms or price, counter by recalling a similar deal which establishes your “ballpark,” albeit the best possible ballpark you wish to be in.

Instead of saying “I’m worth $110,000,” Jerry might have said, “At top places like X Corp., people in this job get between $130,000 and $170,000.”

That gets your point across without moving the other party into a defensive position. Research shows that people who hear extreme anchors unconsciouly adjust their expectations in the direction of the opening number.

–Never split the difference, p.131