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How to bargain like a CIA hostage negotiator

This is my first “how to” post. I dislike the “7 way to [insert trendy term here]” type of post. They do not seem authentic. You see them everywhere and most feel like a trick to get clicks.

What makes this post authentic? After 16 years in negotiation, this is one of the rare moment I thought to myself:  “This detailed cookie cutting approach makes sense to me”.  The Ackerman Group came up with this approach and I heard through Chris Voss.  So here it is:

 

  1. Set your target price as a nonround number.
  2. Anchor your counterpart at 65% of your target price. Still, use a nonround number.
  3. Follow with another offer of 85% of your target price. Again, use the nonround number.
  4. Offer 95% of your target price. Remember, nonround number.
  5. Best and final offer of your target price.  This is the most important time to use a nonround number.
  6. Never go above your target price. But, throw some nonmonetary value at the end.

It may sound simple but there is a lot of science behind. Even better it forces you to prepare and gives you a script for it.  Let’s unpack it:

Try it and share your experience in the comments section.

 

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