Published on September 15th, 2016 by Alan L. Sklover
Always Bear in Mind:
“Who Called Who?”
Imagine that someone called you, and offered to buy your house, and you said, “Well, then, make me an offer.” Imagine, then, that she offered you $100,000, and you said “Don’t be silly; this house is worth at least $400,000.”
If she started to argue with you, tell you that you are being unreasonable, and said you were not negotiating in good faith, you would be wise to remind the caller: “Who Called Who?”
Said differently, “You are the one who initiated the conversation, the one who seems to care more, and the one who seems to need this transaction . . . If you don’t want to talk about what I want, you and I don’t need to talk any more.”
In workplace matters . . . if, as examples, you are recruited to interview, if you are offered a retention agreement, if you are given a promotion “with strings,” if you are asked to relocate or become an expatriate, or if you are offered a buy-out of your job, in any of these situations, and others, too, you would be wise to bear in mind that “They called you.”
Sure, there are many things to consider if an opportunity comes your way, but in the negotiating – the give-and-take about terms and conditions – always bear in mind the leverage of “Who Called Who?”
You probably don’t need to remind whoever called you of this leverage, but if he or she is a good negotiator, you may well need to continually remind yourself.
When you are the one receiving the call, request, invitation or proposal, you have and should use – and not give away – significant leverage.
Remember: “Who Called Who?”
© 2016, Alan L. Sklover All Rights Reserved. Commercial Use Prohibited.