Do Not Negotiate Against Yourself
Respond to vague resistance without lowering your own offer unprompted.
Silence is not a counteroffer. Surprise is not a constraint. Name the reaction, not a discount When the other side reacts vaguely, slow down. Ask what they are comparing your offer to. You need information before movement. Trade only for something real A concession should buy progress: a signed date, reduced scope, faster payment, longer term, reference rights, or risk reduction. If you lower price without receiving anything, you train the other side to keep pressing. Use BATNA to tolerate the pause The urge to fill silence is strongest when you fear losing the deal. A clear BATNA lets you…
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