please after you. oh no I couldn't possibly. no no I insist.
fine I'll start.
{French Music}
far from being a race off the starting blocks in a negotiation
it's usually a bit of a battle to see who doesn't get to start, who doesn't go
first with making their offer. We really want to have the other person go first
so we can hear what they're willing to give us, where we stand and
then we can decide what to do and react from there. and that's the mistake. We're
putting ourselves into reactive mode right from the first moment. It's no
good. Why? Anchoring. Wanting to have the other guy go first may feel really
comfortable - it may be your preferred method of
kicking off a negotiation but it doesn't actually get you the best results
because of anchoring. Anchoring can get super nerdy, but in a nutshell it means
that the person who goes first in a negotiation the person who makes the
first proposal tends to get the better end of the deal when that deal wraps up.
It's basically because as complex and as amazing as the human brain is we are
also rather simple creatures and the first piece of information we hear, the
first proposal we hear, the first number, the first idea we hear, we hold on to
that more strongly than ideas that follow. We kind of lock in and use that
idea, number, concept as the basis for the decisions we then start to make.
That's our starting block. Now, what's this mean for you in your negotiation?
Let's say you're pitching a new piece of client work and
coming up with a proposed value of $15,000. fifteen thousand is what you
want for this piece of work but before you can share that number with the
client you ask them what their budget is and they respond with $5,000
all of a sudden asking for 15 starts to sound a little silly, sounds a little
high, sounds a little greedy you might not look credible if you then say 15,000.
So instead of sticking with your plan, you go rogue - you throw
your plan out the window instead of 15,000 you say 12.
You have just dropped your price by $3,000 just because you went into
reactive mode, threw your strategy out the window and you based your number off
of the first one you heard the $5,000 from your client. Congratulations you
have just been anchored. Now this works negatively for you but we can
actually use it to our advantage by being the person that goes first. Because
imagine what would have happened if your client had thought $5,000 but you
came right out of the gate and said 15. All of a sudden they're thinking 5
sounds a little low, 5 sounds a little silly, I'm going to it really cheap if I
then only say 5. I can't possibly say 5 I know I'll say 8. Congratulations my dear
friend you have just brought them up $3,000 based on you going first.
Based on anchoring. Yes it can burn us but it can also help us in our business
if we use it to our advantage. so going first embracing anchoring means
you are in the lead you are in the driver's seat
you're not just reacting you can actually use that strategy you invested
so much time in creating and now you don't actually have to wait until you
are live online in a negotiation to start anchoring. On your website you have
that wonderful work with me section. when you put in a price there you're actually
anchoring. you're starting the process already so if a client is doing their
research if they're looking for your portfolio if they're loving what you're
doing and they see that investments start at $10,000 to work with you that's
the anchor you have already put that number in the head they are less likely
to come to you and then say oh I only want to pay $1000. No. You've set the
expectation, you have put yourself in the driver's seat in that discussion by
simply sharing the value of the work you are doing right up front. So don't forget -
it doesn't have to wait until you are actually live in a negotiation you can
start anchoring right now and seeing the benefit in your business. So your
homework this week is to go back through the memory banks to
trip down memory lane and think of a time when you were anchored. When you had
a strategy and it was a beautiful strategy and then you threw it out the
window because you started reacting to it someone else had said to you.
When were you anchored? It's happened to all of us even to the pros sometimes it
gets us but we have to be aware of when it does happen. So this challenge to you
may seem a little negative "why is she asking me to go back to this bad memory
when I didn't get what I needed?" it's because if we can start to recognize
when that happened, what our behavior was around that happening, how it felt when
it happened to us - we can then recognize those things for next time. Once burned,
twice shy. You won't let it happen again after you tap in to how it felt and how
it happened. Got it? Good. See you next time.
{French Music}
For more infomation >> Building a simple clean lined side table - Duration: 9:38. 
Không có nhận xét nào:
Đăng nhận xét