Negotiating by Putting Your Cards on the Table
Be honest with the party you are negotiating by telling them exactly what you need to make the deal happen. By doing this you are attempting to establish trust while coming closer to meeting your requirements. Of course, the other side may or may not choose to trust that what you are telling them is the truth. Backing the truth up evidence can go a long way to establishing that trust.
Example You just got an amazing job offer out of state and need to sell your house as fast as possible to jump on the opportunity. Your only requirement is that you are able to sell your house for the amount you owe on the mortgage plus $50,000 to put down on the next house you plan to buy. An interested buyer makes an offer for $10,000 less than what you need. You don’t want to lose this buyer, so you let them know you want to accept this offer but your requirements must be met in order for you to move. You back-up the counter offer with evidence of what you told them. They are impressed by your honesty and accept your offer.
