P. 1


|Views: 931|Likes:
Published by carthi

More info:

Published by: carthi on Dec 01, 2008
Copyright:Attribution Non-commercial


Read on Scribd mobile: iPhone, iPad and Android.
download as PDF, TXT or read online from Scribd
See more
See less






If you want to cut a deal but you don’t like the “give-and-take” negotiation process,

consider using the “First and Best” tactic, but ONLY if you have a bottom line or

definite point at which you will accept an agreement and you believe the other

party will make a reasonable offer. It is important that both sides know that there

is no negotiating beyond the single “best offer”—that the first offer will either be

accepted or rejected, period. You must mean what you say and be prepared to

walk away from an unacceptable offer.

Example 1

Colleen: Ann, we plan on selling our Ford tractor when we move. I know you and

Jeff said you’d like one because you have about five acres. We plan to put

an ad in the paper next week, but if you’re interested, we’ll sell it to you.


Thanks! We really need one. Jeff spends many hours mowing the yard

every week, and even more hours in the fall picking up leaves. What do

you want for it?

Colleen: Well, we paid $5,000 for it six years ago, and it came with the bush hog

and the leaf pick-up.


Well, I don’t want to quibble. Why don’t you give me a price?

Colleen: Oh, I don’t have any idea. Can you check others in the paper and just give

us your best price? We will either take it or advertise the tractor in the

paper. Okay? No quibbling, no hard feelings either way.


That sounds great! I don’t want this to affect our friendship.


Ann and Colleen did not feel like negotiating over the tractor and running the

risk that it might affect their friendship. The “first and best” tactic enabled them to

settle the matter easily.


50 Practical Negotiation Tactics

Example 2

Archie: Well, I think we have agreed to all aspects of the job offer, except salary.

I want the job, and you know my current salary. I expect a fair increase,

but I don’t want to start off in a new job by negotiating with my boss!

So, how about you making your first salary offer your best one, and I’ll

take 48 hours to consider it. I’ll either accept it or reject it, no questions

asked. Okay?

Vernon: That sounds good. I don’t like negotiating over salary either. We want

you, but we have internal budget considerations and we must consider

equity with other employees. So, I’ll get back to you in three days.

(three days later)

Vernon: Archie, as we agreed, I came up with the best salary offer I can make.

Here it is, on this slip of paper.

Archie: Thanks. I’ll discuss it with my wife and get back to you in 48 hours.


Archie accepted the job offer, because it was several thousand dollars above what

he decided was the minimum it would take for him to change employers. He also

started the job with a positive working relationship with Vernon, who admired the

way Archie negotiated his starting salary.

Exchanging Initial Offers


You're Reading a Free Preview

/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->