What if they say:
- “Yes”
- “No”
When negotiating, we seem to spend a great deal of time preparing an initial offer or proposal. Once conveyed, we then eagerly await a response from our opponent.
But how prepared are we to respond to our opponent's response?
Since most initial offers are rejected, all or in part, shouldn't we plan far enough ahead to have a "response to a response" strategy?
Good chess players plan multiple moves ahead of time. If we anticipate possible responses we might receive, we could truly have a more effective response strategy.
What do we do when someone reacts to our proposal by saying:
1. Yes
Consider conveying an immediate "thank you" followed immediately by confirmation comments relating to how this is a "fair and good deal" for everyone. Add a kicker, if possible, by saying "I'll be sure and recommend your (product/service) to my friends/associates." This tends to minimize the concern of your opponent, who may think he has made too large a concession by saying 'yes'. After all, we don't want them to have 'acceptance remorse'.
Now, if the "Yes" follows some extensive, back-and-forth bargaining, be sure to follow your "thank you" with a compliment aimed at their negotiating skills. Telling someone they are a good or tough negotiator seems to minimize possible 'acceptance remorse' and even hints that they probably got the better of this deal.
2. No
One effective and often overlooked response to a "No" is to simply ask again. It is amazing how frequently a second request for the same thing can yield positive results. If one's proposal is reasonable and has been made in a courteous and professional manner, acceptance often follows a second request. Almost everyone can (and does) say "No" once. But can they endure a second request? Many can't. If you are a parent, you know that your children have had success in asking for the same thing, multiple times, while ignoring your initial "No". Persistence and repetition tend to work for adults, too, especially if it is positioned as a planned response strategy.
