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Part IV: Adapt Additional Sales Techniques > Start High on Your Request

Chapter 22. Start High on Your Request

You often can get people to agree to your ideas by using the common negotiating technique of starting out with a high demand—and then scaling back or settling for less. Another form of this technique is to give readers a chance to buy into just a small portion of a larger concept.

DO DON’T
Ask for more than you expect to receive, then be willing to accept a more realistic outcome. Start by asking for exactly what you want, leaving yourself with no room for negotiation.
“My preference would be to triple the amount of parking space at headquarters by the end of the year. Based on your feedback about budget constraints, though, I would be happy with doubling it now and tripling it later.” “I guess the only solution for now is to double the amount of parking space.”
Lay out a grand plan, then give readers the opportunity to accept in a smaller part of it. Offer readers all or nothing.
“For a job with so much responsibility, I had expected that my employer would pay 100% of my health benefits. But I’m impressed with the opportunity here, and will be willing to accept 80% coverage with options for improved benefits during contract renewal discussions.” “I won’t take a job without 100% of my health benefits paid for by my employer.”



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