The frozen technique

Ask for the agreement up front, fully expecting the no. Then ‘Let it Go’, ‘Let it gooooo’.

Let go of the negotiation but continue the conversation. Expect that the deal comes back around. It’s actually a good technique for a lot of people to practice because too many people get wound up over a negotiation. Add a little Zen Buddhism and watch your problem float away.

Most people need help to follow up, but a lot of people starting their own business, or trying to hit budget at the end of month or just too high in trait empathy can overcook the deal. For competitive people the act of practicing restraint and not pursuing the deal mercilessly, can be a moment of personification to the prospect.

For example, if you were desperate for the deal, you would constantly be talking about it. When you take a ‘couldn’t care less’ attitude to a negotiation, the perception is that you don’t need the deal or that you have enough sales because other people already bought it.

I always say no in negotiation is far better than maybe, because no is a final answer and I can spend my time on other things.