I have an extra 10% to offer in a negotiation of 4 phases.Two ways to give it. Way 1)4%-3%-2%-1% way2.)1%-2%-3%-4% Which way and why would you choose?

Normally, I won't give more than2 times concessions during negotiation, because the more you offer the more greedy the customer becomes and the more he will ask for.

But as you have only too options, I will choose for4,3,2,1 as this an indication that you are really getting to the limit. If you choose for1,2,3,4 then the customer will expect that you may give5% too.

Dear Ted,

"Time" is your variable here. Depends how much time you have to give. You have1%-2%-3%-4% time or4%-3%-2%-1% time to spend? Depends also from the client, is a new one or an old one? Is a good client or not? if your target is not the specific client and it is a good partner company of your client also is another variable that you have to take under consideration.

Although for me the first way , and I will agree here with the other two friends, its the best for the most of the questions, i made above.

The1st way4%-3%-2%-1% is better as when you give the highest % in the beginning of a negotiation process they won't have high hopes in the following rounds thus they may end up stopping negotiation at the2nd or3rd point so you save the remaining % but in the other hand if you follow your way#2 you may make the whole negotiation process to fail coz starting with1% then2% then3% then4% will tell them they should never stop negotiating you coz the harder they push the higher % they get.

 

 

Hi Ted,

I would follow the4-3-2-1 approach, to show my win-win attitude and to save time.

Thank you.

If you give offer in assending order then the customer will think there is more room as you are increasing persentage of offer, besides that customer will be suspicious of authanticity of product. This is natural response , When you will offer in decending order which will end in 1% the customer will feel he has bargained enough and there is more probability of closing the deal.

1)4%-3%-2%-1%  would be good, Shows your commitment and restrict their expectations.

Dear Spanos,

Can you give more details ?