Late last week, while busily preparing our response for an RFQ, I was met with a series of interruptions from my colleague - Michael. Amid growing frustrations that I would be staying later and later into the night to finish, I thought to myself… I’ve been on a negotiation course and know exactly what to do…I’ll put a price on Michael’s demands!
With Michael’s next demand I had a quick reply:
Demand ‘Would you read this for me before I send it?’
Price ‘If you read mine, I will read yours.’
My price was quickly accepted and, within a minute or two, I had met my end of the agreement. Now it was Michael’s turn. I handed over 85 pages of government policy to digest. There was a look of astonishment followed by a long pause.
Michael felt ‘had’. It was true, I’d taken advantage of him.
There were two things I had forgotten in my excitement:
In summary, understand the details of the deal and if a deal is too good to be true, it probably is.
About the author:
Ben’s background is in commercial business to business sales. Leveraging studies in organisational psychology, Ben’s previous role was responsible for growing Profiling Online’s bespoke leadership assessment business locally and abroad across industries such as Banking and Finance, Insurance, Travel, Engineering and Professional Services.