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1、AskforMoreThanYouExpecttoGetbyRogerDawsonOneofthecardinalrulesofPowerNegotiatingisthatyoushouldasktheothersideformorethanyouexpecttoget.HenryKissingerwentsofarastosay,"Effectivenessattheconferencetabledependsuponoverstatingone'sdemands."Thinkofsomereasonswhyyoushoulddothis:oWhysh
2、ouldyouaskthestoreforabiggerdiscountthanyouthinkyouhaveachanceofgetting?oWhyshouldyouaskyourbossforanexecutivesuitealthoughyouthinkyou'llbeluckytogetaprivateoffice?oIfyou'reapplyingforajob,whyshouldyouaskformoremoneyandbenefitsthanyouthinkthey'llgiveyou?oIfyou'redissatisfiedwitha
3、mealinarestaurant,whyshouldyouaskthecaptaintocanceltheentirebill,eventhoughyouthinktheywilltakeoffonlythechargefortheoffendingitem?Ifyou'reasalesperson:oWhy,ifyouareconvincedthatthebuyerwantstospreadthebusinessaround,shouldyoustillaskforitall?oWhyshouldyouaskforfulllistpriceeveni
4、fyouknowit'shigherthanthebuyerispayingnow?oWhyshouldyouasktheotherpersontoinvestinthetopofthelineevenwhenyou'reconvincedthey'resobudgetconsciousthatthey'llneverspendthatmuch?oWhyshouldyouassumethatthey'dwanttobuyyourextendedservicewarrantyeventhoughyouknowthey'veneverdonethatinth
5、epast?Ifyouthoughtaboutthis,youprobablycameupwithafewgoodreasonstoaskformorethanyouexpecttoget.Theobviousansweristhatitgivesyousomenegotiatingroom.Ifyou'reselling,youcanalwayscomedown,butyoucannevergouponprice.Ifyou'rebuying,youcanalwaysgoup,butyoucannevercomedown.Whatyoushouldbe
6、askingforisyourMPP-yourmaximumplausibleposition.Thisisthemostthatyoucanaskforandstillhavetheothersideseesomeplausibilityinyourposition.Thelessyouknowabouttheotherside,thehigheryourinitialpositionshouldbe,fortworeasons:1.Youmaybeoffinyourassumptions.Ifyoudon'tknowtheotherpersonorh
7、isneedswell,hemaybewillingtopaymorethanyouthink.Ifhe'sselling,hemaybewillingtotakefarlessthanyouthink.2.Ifthisisanewrelationship,youwillappearmuchmorecooperativeifyou'reabletomakelargerconcessions.Thebetteryouknowtheotherpersonandhisneeds,themoreyoucanmodifyyourposition.Conversel
8、y,iftheothersidedoesn'tknowyou,theirinit
