Imagine you are selling a unique collection car. One day your neighbour approaches you, asking "How much do you want for this car?". Should you give him the price or instead ask how much he is willing to pay for it?
Today I will share a secret about how to start a negotiation from a position of power!
In a negotiation, who should make the first offer? Every time I ask this question to a large audience, it splits almost equally. One half argues that you should first understand what the other side is prepared to offer. The other part says that if you want to start from a position of power, you need to put forward your conditions first. So who is right?
Have you recently come across an ad on Instagram or Google where a product was reduced from a very high price to a ridiculously small amount, say from 199 euros to 39 euros? If your initial reflex was, "I need to buy it right now", you've become a victim of a psychological effect called Anchoring.