December negotiating tips

• The Columbo turn

For that iff'y customer whose commitment to "buy now" seems a little too insincere, try this: as you're getting ready to go to the desk for the first set of figures... just as you stand and begin to walk away, turn and say, "Oh by the way, do me a favor and don't give up on me and I won't give up on you. Fair enough?" Most people will say O.K. Then, if after seeing numbers that cause them to stand up, ready to bolt, you can remind them: "Remember, you told me you would'nt give up on me; I have'nt given up on you...go ahead and have a seat and let's find a way to make this happen."

I call this the Columbo technique, it really works to slow people down. You still have a battle on your hands, but the customer will usually sit back down and get back into a negotiating posture.

• Mark Twain said:

"A man pretty much always refuses another man's first offer, no matter what it is."