SAMBA Blog

Are you a weasel negotiator?

Do you try to negotiate in situations where you're not willing to walk away from the table?  Then, I'm sorry...but you're definitely a weasel.

Whether you're negotiating the price of a car, the terms in a contract, or asking for a raise...the first rule of negotiation is very simple:  If you're not willing to walk away, you have no business negotiating!

Still, people have a "What do I have to lose?" mentality.  "I might as well try to get another $1,000...right?" 

Wrong.  You have everything to lose. 

People often don't like it when someone tries to negotiate with them, but I've found people respect it, as long as people negotiate from a position of strength.

But when you try to negotiate without a willingness to walk away you can't possibly maintain a strong position.  You're bound to unconsciously give off signals that you're ready to back down at a moment's notice.  And when that person eventually does back down, people can't help but perceive them as greedy, manipulative, weak...in short, a weasel. 

And although you may not lose anything in the transaction, it's clear that this can damage the relationship (and relationships are everything).

So before you negotiate anything...please, ask yourself one question..."Am I willing to walk away?" 

Changing just one word

Words matter. Anybody who uses paid search advertising knows this all too well. Change one measly word in your Google Adwords text ad, and it's astonishing how many more or less people click on your ad (or how wildly you affect your conversions),  just by changing one word!

And because Google's technology allows us to measure the difference that changing just one word can make with such incredible precision, Adwords guys are obsessed with picking and testing the right words. 

But just because you live in a world where results aren't as easily measured, doesn't mean this "one word" phenomenon doesn't exist.

That cold call sales script you have...did you ever think that by changing just one word, you'd convert more sales?

That billboard on the highway...would changing just one word get more people to take your exit?

What about your personal voicemail message?  Changing one word might might make strangers think you sound like a nice guy...instead of like a jerk.

Just because it's not as easily measured, doesn't mean you don't have to think about it.