You are in a client meeting wanting to get agreement for a new product you want the client to sell. The client asks you for promotional support-you agree, the client asks for lowering the minimum order quantity- you agree, the client asks for reduction in price- you agree. Sounds Familiar? Did you get anything extra in return for agreeing to all those demands which might cost extra to you?
Now think for a second… What if when the client asked you for extra promotional support and instead of a straight yes you replied with:
“If You can agree to a minimum order quantity of X, then I will be happy to increase promotional support”
Similarly for any demand what if you use this response of “If You, Then I”?
Using this response will most likely help you to:
1) Not give anything without getting something in return
2) Strengthen your position
3) Create a fair negotiation platform
4) Provides the buyer with an incentive to agree to your requirements as well
There might be certain demands that you have which might have lower cost for the client but higher value for you and likewise, some demands that the client has which have low cost to you but high value to them. However, if you don’t ask the question of what you can get in return for agreeing to a demand/agreeing to a concession, the trading of those benefits cannot happen.
Infact, not only in a business scenario, try this out in your personal lives, with your partners, with your children. Next time when you get a demand for a new video game try something like ” If you get me an A in maths, then I am happy to get you a new PS” and see the magic happen….