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Pick a Number–Just Make Sure It’s a BIG One

April 24, 2006 by Liz Leave a Comment

The First One to Pick a Number

HAS POWER. I found that out last night. It was exciting. Here’s what happened.

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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 that’s self-explanatory. If I say a number, they’re not going to go higher. If they ask, I usually answer with . . . what the work is worth, let’s talk a little more about what’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. There’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

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Filed Under: Customer Think, Personal Branding, Strategy/Analysis, Successful Blog Tagged With: bc, Brand_YOU_and_ME, Customer Think, customer_think, job_hunting, Martin_Neumann, Mike_Sigers, negotiating, Ohad_Gliksman, personal-branding, prospecting, Tammy_Lenski

Comments

  1. Martin says

    April 25, 2006 at 8:52 AM

    I’m just happy to be part of the bunch making you smarter, Liz 🙂

    Reply
  2. ME Strauss says

    April 25, 2006 at 9:24 AM

    Yeah, I like too! It’s fun when my friends teach me stuff I don’t know.+

    Reply
  3. Martin says

    April 25, 2006 at 9:41 AM

    I 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’

    Reply
  4. ME Strauss says

    April 25, 2006 at 9:42 AM

    You’re just trying to make me laugh.

    Hey, I have lunch and dinner this week with three different Australians.

    Reply
  5. Martin says

    April 25, 2006 at 9:57 AM

    You’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.

    Reply
  6. ME Strauss says

    April 25, 2006 at 9:58 AM

    Look, Bruce, I’m no Norell.

    That’s not right is it?

    Reply
  7. Martin says

    April 25, 2006 at 10:08 AM

    That’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.

    Reply
  8. ME Strauss says

    April 25, 2006 at 10:12 AM

    Okay, 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.

    Reply
  9. Martin says

    April 25, 2006 at 10:29 AM

    Getting better.

    prezzie (present) and brollie (umbrella) – good.

    Charz ??

    I’ll let you ponder this as I’m off to bed, nighty night.

    Reply
  10. ME Strauss says

    April 25, 2006 at 10:30 AM

    Charz=Mr. BETA

    Sweet Dreams

    Reply

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