“Negotiation in the classic diplomatic sense assumes parties more anxious to agree than to disagree.”– Dean Acheson.
But it is hard for people to negotiate, since there a combination of guilt and fear.
There’s a saying “A silent priest never got a parish” So if you don’t ask, you don’t get. If you really want something, you need to be ready to be uncomfortable.
In negotiation, questions are better than commands. Asking one question at a time is better than options that offer a way out. You have to ask the question and let them speak. Break the habit to fill in the silence, which can easily take things sideways.
Never soften your request by offering a second option. “Can you offer a discount or is that not possible?” Because the last part is just a cop out to avoid an uncomfortable situation. With negotiation, your exact interests must always be disclosed. Negotiations are often a back and forth process and rarely a take it or leave it encounter. If you give them more choice, you create more difficulties for yourself. Ask only for what you want. It’s not your job to help them say no.
Adding a reason with ‘because’ increases the likelihood of compliance to a request. “Can you offer a discount because I’m trying to save money at the moment?”
Better yet, go for an open ended question like: “How much discount could you offer?”
On the other side, statements like “You offered X, and I would be more comfortable if we can settle on Y.” also do work. Here you just stated your preferences and let them respond.
You can also negotiate by tapping into their goal by stating. “If you can offer a discount of X I’ll be able to place an order today.” Make it request specific.
You can also squeeze is the word “willing” since it’s a very persuasive word to use in negotiation. “Would you be willing to offer a discount of X or Y?”