Always go high When you are facing a negotiator who refuses to name a price, shrug, and simply go high. Really high. And then wait for her response. 6. Suck in your teeth Sometime a negotiator will be the first to name a price. And if she is a good negotiator she’ll low ball you. She wants to draw you out. See your financial position. Don’t give in. Instead, flinch. “Flinch” is the classical term used. I wrote “Suck in Your Teeth” because most of my negotiations happen over the phone or email where people can’t see you. So they need to hear your shock. In an email, you can simply tell them their offer sounds pretty low. Or tell them they’ll have to do better than that. Then wait. 7. Keep your mouth shut Silence will eat most people alive.

The silence makes them uncomfortable so philippines photo editor they keep talking. And when people are talking they are bound to say something you can use — like their price range. 8. Ask for a budget Another way to flush out someone’s financial position is to simply ask them if they have a budget. Yeah. We have a budget. Okay. What is it? We have $1,250 set aside for copywriting. Your job is to decide what work — if any — you will do for that amount. 9. Price each item Legend has it that a shady Brooklyn opticianwould sell eye glasses piece by piece. He’d get the buyer to agree on the frames and the price, and then go to ring up the order.

The buyer would then ask about the glass and nose piece. “Oh,” the optician would say, “those cost extra.”  before you disclose the final price. Once they are committed it’s hard to say no (see move no. 33). I don’t like this gambit. I don’t like it used on me and I don’t like to use it. However, I’ve found this move to be effective when a client starts to nibble — you know, “Hey, do you mind adding X while you’re at it?” Your response: “Sure, I can do it for Y. Are you okay with that?” 10. Recruit a champion If you can get someone on your side from the other party during a negotiation, then you’ll have a little leverage, if not a lot.