Der wahre Hebel bei Preisverhandlungen

0:00How do you get what you want out of a negotiation? Oh, this is easy one. Don't need anything from the other person and have something that they want. Don't get anything you need from the other person and have something they >> Basically, if you have something that someone else wants and they have nothing that you want, you have all the cards. And so, a lot of people think about like what are the tactics in negotiation? Like, you know, should you log roll?

0:24Should you, you know, do you know, should you anchor high? Like, I think all of those things are valuable in increment, but the order of magnitude improvements in negotiations happen from supply and demand. And I think that it is like the two laws of business that I put on the pedestal, which is why the whole logo of acquisition.com is based on it is you've got supply and demand and you've got leverage. That's the fulcrum for leverage. And so, those two are just I mean, those are those are everything. Those are everything. Like, they're everything, in my opinion, just spills from those two kind of laws is getting as much as you possibly can for what you put in and supply and demand.

0:59And so, in a negotiation, both of you guys have demand, but it's just like who has more? And so, if uh I mean, we can run through a hundred examples, but like, let's say you have an employee negotiation if the for a contract in terms of their employment. If you need their skill in order to create lots and lots of value in the business and there's no one else who does that thing, they have leverage.

1:23They have the supply and demand in that conversation is supply is one and demand is lots of people besides me. Now, if I'm the only person who happens to have a desire for that specific skill set, which would be a really weird scenario, but let's say that then then it's like then you're truly in like a head-to-head like they need you and you need them and how are we going to do it? Which is really just a game of chicken. Again, which is but it's a game of chicken and that game of chicken is still predicated on who needs the other person less.

1:50Like, who could live after they cut their arm off more? Right? Who could live better? And so, I mean, it's I mean, so many things are sales or so many things are negotiations depending on how depending on how you define it, but like if you're, you know, you're in the dating market, uh if there's way more girls who want to be with me than there are guys like me then I will have I will be able to dictate terms. I'll be like, "These are the terms under which I want to enter a relationship." Now, if I'm going after a girl who's also, let's just say, high status or in high demand, then that evens out the terms more, right? But it's just like all of these things are just on these, you know, mountaintops and you just continue to go up in levels of what's the demand for this person on both sides. And if the demand for one person is greater, then that person will be able to dictate the terms more favorably.

2:38But I think all of the negotiations are won before you sit down at the table. Like I I it's kind of like all the way back to the beginning, it's like you don't play games you can't win. It's like I don't want to sit down at a negotiation table when I don't have cards. I just want to sit down, why bother? I'm either going to get a deal I hate or I'm not going to get a deal, why bother? Just fix the conditions and then sit down. So, like how do you get a girl when you're when you're either overweight, you're not funny, you're not successful, you're whatever? It's like you could spend time to try and figure that out or you could just lose weight and figure out a skill that you can monetize and then you won't have to.

3:10It's kind of like the the Neo in The Matrix where I mean, it's one of my favorite movie of all time, but like uh when he's saying, you know, "So, are you saying that I'm I'm so fast I can dodge bullets?" And he says, "Um I'm saying that when you're ready, you won't have to." And I think it's the same idea. It's just like when you're ready to sit down at the negotiation table you won't have to dodge bullets. You won't have to do the dance. You'll just say, "This is what I want." These are the terms under which I will do the deal. If you accept those terms, we can do it. If not, fine.

3:38I'll just go to the next person because I have more demand. Real quick, if you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. Go to acquisition.com/roadmap, plug in your business information and if you want us to actually help you deconstruct a business and you're trying to scale, we'd love to help you out. On the thank you page you just book a call with my team and we will look at the business, see if we can help and if we can we'll invite you out to Vegas and we'll do this in person live.