The First One to Pick a Number
HAS POWER. I found that out last night. It was exciting. Here’s what happened.
In yesterday’s article, Job [and Client] Hunting ala Liz, I added three bits of advice I had learned about negotiating meetings. This was one.
The first one to name a number loses. To me thatââ¬â¢s self-explanatory. If I say a number, theyââ¬â¢re not going to go higher. If they ask, I usually answer with . . . what the work is worth, letââ¬â¢s talk a little more about whatââ¬â¢s involved and what you usually pay for this kind of work.
I found out in less than 2 hours I was wrong. WAY COOL.
A Smart and Gracious Reader
A smart and gracious reader by the name of Tammy Lenski stopped by, and in the kindest way said
Liz, I love your articles and appreciated the advice in this one. I thought you might be interested in a bit of intriguing information related to your comment that the first one to name a number loses. Thereââ¬â¢s actually a fair amount of good evidence that naming the first number in a negotiation puts you in a more powerful position than if you let the other person name one first. I wrote about it in a post a while back: http://lenski.com/index.php/2005/05/good-negotiators-know-anchoring/ . Just some food for thought! Best wishes to you.
Food for thought. It was great! Talk about intriguing. It seems that my problem is I didn’t have the confidence to shoot for a number WAY up in the sky.
Go read Tammy’s article. It won’t take long, and it’s well worth reading. I’ll wait right here.
I could replay the rest, but it seems silly to do so when . . . You can read it starting with Mike Sigers comment that really got the ball rolling from there.
I love the Internet. I get smarter just being part of the conversation with you. That’s one heck of a benefit.
Thank you, Tammy, Mike, Ohad, Martin, and everyone else.
Brand you and me works.
–ME “Liz” Strauss
Related articles
Job [and Client] Hunting ala Liz
Blogging Improves Job Prospects
Customer Think: Saying Things without Talking
Critical Skill 2: Mental Flexibility
Martin says
April 25, 2006 at 8:52 AMI’m just happy to be part of the bunch making you smarter, Liz 🙂
ME Strauss says
April 25, 2006 at 9:24 AMYeah, I like too! It’s fun when my friends teach me stuff I don’t know.+
Martin says
April 25, 2006 at 9:41 AMI guess it’s friends happily giving back a little for all the wonderful, insightful things you write about…
Ahhh, now enough of the mushy stuff and lets get a bloggin’
ME Strauss says
April 25, 2006 at 9:42 AMYou’re just trying to make me laugh.
Hey, I have lunch and dinner this week with three different Australians.
Martin says
April 25, 2006 at 9:57 AMYou’re more Aussie than me.
I sense in you a deep-seated desire to be an Aussie, Liz. As you have bestowed on me the title of ‘The King of the Southern Hemisphere’ I officially welcome you as an honorary Aussie.
Now get in tune with some basic Aussie slang and you’ll do me proud, mate.
ME Strauss says
April 25, 2006 at 9:58 AMLook, Bruce, I’m no Norell.
That’s not right is it?
Martin says
April 25, 2006 at 10:08 AMThat’s not right is it?
Bloody oath it’s not right – I have absolutely no idea 🙂
C’mon Lizzy, mate … you surely can do better than that.
Aussie slang rule #1: we give generic nicknames to everyone, and I mean everyone. Gary becomes Gazza, Darren becomes Dazza, Barry becomes Bazza.
Rule #2: we take the piss out of everything and everyone.
Rule #3: sports, sports, sports … sports.
ME Strauss says
April 25, 2006 at 10:12 AMOkay, try #2.
I bought you a prezzie, but it was raining and i had no brollie. So I left with Charz and instead you get this lolly.
Martin says
April 25, 2006 at 10:29 AMGetting better.
prezzie (present) and brollie (umbrella) – good.
Charz ??
I’ll let you ponder this as I’m off to bed, nighty night.
ME Strauss says
April 25, 2006 at 10:30 AMCharz=Mr. BETA
Sweet Dreams