After you state a number, stop talking. The urge to fill silence is where discounts are born — people negotiate against themselves in the four seconds after a price, adding qualifiers and softeners nobody asked for.
The self-inflicted discount
You: It is $16,000.
…but I could probably do $14,000 if that helps.
Them: (has said nothing at all)
Slow the whole thing down
- Pauses are normal. What feels like an eternity to you is a couple of seconds to them.
- "Let me think about that and come back tomorrow" is always available and always fine.
- Artificial deadlines are a pressure tactic. Naming them calmly usually dissolves them.
- Negotiate in writing when you are prone to caving live — email gives you time to think.
Time pressure is the tool most often used against people who need the deal. The countermeasure is not cleverness, it is deciding your terms in advance so a fast decision and a good decision are the same thing.
Try it
Next time you state a price on a call, count to five in your head before saying another word. Notice who speaks first and what they say. This one habit is worth more than most negotiation books.