Negotiating: How can you send signals without saying a word?

Consider a typical two person negotiation: buying a house or buying a computer. Our experience shows most of these negotiations involve four major issues. For example, with a house: buy price, when to exchange money, size of deposit, what existing items in the house will be included. Or, when buying a new car: buy price, trade in value for existing car, length of warranty and what extras might be included (e.g. better audio system, rust proofing or special wheels). Whenever preparing for a negotiation we always advise you to use a planning sheet.

Gary Peacock, NegotiationGary Peacock6 April 2018Negotiation, Price Pressure, Negotiating Signals, Planning Sheet, PreparationComment