You’ve got your number in mind.
You know what you want.
You’ve gone in there and told them what you want.
You’ve said, “I want a hundred grand for this project.”
Immediately they’ve started laughing.
They’ve started getting angry.
Then you think, “Oh my God, they’re going to completely reject us.”
That’s good.
If you can get used to hearing people saying, “Oh my God, that’s absolutely ludicrous. That’s never going to happen.”
Even getting angry.
That is on the path to acceptance.
That is when you know that they’re beginning to accept it because you stated this is the end goal.
This is what’s going to happen.
You’ve anchored that in their mind.
If you want to start winning more negotiations with anyone, understand at some point, they’re going to face that with some kind of rejection, laughter or anger, but know that that is the first step on the path to them accepting your position.
