Verhandlungen gewinnen, bevor sie beginnen

0:00Now, the second is a big one, and a lot of negotiation books and courses and stuff talk about this. And people are like, "Hey, I'm not trying to anchor here." It doesn't matter if you say I'm not trying to anchor here, it's an anchor. An anchor is the first number that is said in a negotiation. If you're like, "Hey, what do you think you'd be willing to do this for?" And someone's like, "Ah, I was thinking I could maybe do it for $2,000." That's now the anchor. You want to get less than that, and you were like, "Shoot, I was hoping for 500." Well, something You should have said 500 first because now their 2,000's seem ridiculous. There is a strategy called counter anchoring, but it's typically not as effective as anchoring, but it's the only move you have left. Now, the flip side is the reason a lot of people don't want to put the anchor out cuz they don't want to shortchange. If someone was going to say yes to 5,000, you put 2,000 out there, you're like, "Damn."

0:38>> [laughter] >> Cuz whenever happens is if someone gives you a fast yes, you're like, "No, I left so much money on the table." So, I'll give you a little pro tip that I've learned being on the other side of this. If I have somebody who comes to me and says, "Hey, I'll do it for $2,000." And I would have paid five, and I say, "Yeah, $2,000 works." The next thing I'd do is I say, "Hey, and if you were curious of whether I would do it for 2500, I wouldn't have done." And the thing is it puts them at ease that like, "You know what? You wouldn't have done more." And what happened is I bought a super expensive penthouse a few years ago. And after I bought it, the guy who sold it to me, obviously a wealthy guy, too, he said, "Hey, we accepted your first offer, and you're probably wondering if we would have done it for less." He said, "I wouldn't have sold it for a penny less." It felt so classy. Maybe he would have sold it for a penny less. I have no idea, but in the moment, actually like I was like, "Huh, okay." It just made me feel a lot better. So, if you're in the reverse situation, I would put someone at ease by just saying, "Hey, I wouldn't have done it for any less. I wouldn't have done it for any more." Whatever. What's interesting is that Daniel, Nobel Prize winner, figured out that people give excessive weight to the initial information and make insufficient adjustments from that starting point.

1:42It's a psychological bias. Basically, it's like you want to anchor as high as possible, and that's why I'm a big advocate of getting the gasp. You put the big number out there cuz it completely shifts the whole negotiation numbers to way, way higher. And the thing is people think in different increments, and that's what we want to change. If you say, "I'll do this work for $100,000." Whatever, you're in construction. If someone was thinking 10, their increments now become the entirety of what they were willing to pay. They're going to be like, "Can you do it for 80?" All of a sudden we're thinking in $20,000 increments. As a side note, you can also anchor increments. So, let me explain what that means. I'll actually walk you through the house negotiation that I'm actively in right now. The house was listed at 25 million. Then, they dropped it to 20 million because the market's changed and things like that. Okay, so now they're at 20 million. So, I made an offer for 15 million.

2:27They countered and said, "We'll do it for 16.9." So, big move on their part, right? They're moving aggressively. They're trying to sell the house. They moved a lot towards me cuz they're trying to get a deal done. The natural thing that some people might think is, "Okay, they're at 17, you're at 15, counter with 16 here." So, what I did is I countered with a 15.25. So, they moved 3 million, I moved up 250 grand. Thing is that there's this idea of like movement of you make an offer, I make an offer. So, if I say 15.25, what am I indicating? I'm not willing to move very much. I'm going to, out of reciprocity, which we'll cover later, I'm willing to move a little bit. I'm going to make some counter offer, but I'm not going to give a lot. Then, I can stack in other terms that make it more amenable for them. My initial offer, I had two other things that I was like, "Okay, I can offer cash." My first offer is not going to be cash. I can also say, "Hey, it has furnishings in the house which are super expensive. I don't want to have to deal with refurnishing the house." What I did was when I moved up to 15.25, I sweetened the deal by making it all cash, but then I also said, "I also want the $4 million of furniture that's in the house." Which is technically a worse second offer than my first offer. But, the thing is that I moved the number up. And a lot of people are always way too fixated on the price and not enough on the terms. One is we anchor with our original price and also in the increments that we move it. And this was something that took me actually a while to figure out. And so, let me tell you a story about this one. So, one of my partners at my gym, way back in the day, I learned this from him. We had to get this big custom front desk built.

3:47So, it had like multiple cutouts, we had multiple sales people, big impressive thing, you get a custom built. The guy came out that built this whole thing, he was like, "Hey, when we went to do like the final inspection, we noticed that they had kind of like nicked a corner of it just from moving it around or whatever happened, right?" It was a small nick, but it was noticeable. My partner goes to the guy and he says, "Hey, how much would it cost you to replace this?" And the guy, of course, cuz he doesn't want to rebuild the whole thing, he's, "Oh my god, it would be a huge deal for us to have to like just this little thing. We'd have to go back to the job. We have to do those stuff.

4:15It would probably cost us $1,500 just to replace that." And he says, "That sounds like a pretty good place to start at for a discount." Nasty. I was like, "Oh, I'm going to use that." If there's ever someone who messes something up, instead of saying, "Hey, what can you knock off the price?" ask them what the big inconvenience would be for them, ascribe a price to it, and then they have a hard time backing down from that cuz they just said that's how much it would cost them to fix it. Then you should probably discount us by that much because that was the size of the mess up. So, you get them bidding for themselves, and then you flip it. Real quick, if you're business owner and you're 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 million 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 in 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. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can 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.