Negotiation Protip: Make the Otherside Feel Like They Won

Everyone wants to win. It’s an inherent instinct that has been ingrained into every human at birth. It’s a part of our psychology. It’s how we became the dominant species on the planet – we know that winning is good and losing is bad.

In fact, psychologist Ian Robertson, professor at Trinity College in Dublin, states that winning is the single most important part of shaping someone’s life.

You can use this inherent psychological inclination to your advantage when it comes to negotiating the sale of a domain name (or any other business deal for that matter). Here’s how to do it.

Making the other side feel like they’ve won will help make the initial deal go smoothly and leave the door open for future transactions. It’s not as hard as you’d think to pull off this simple psychological maneuver.

• Delay your response. Even if you got a perfect response and you’re ready to conclude the deal, hold off on your reply. Make them think you’re considering it, that you’re hesitant to accept. When you do finally respond and accept, they’ll feel as though you had to thoroughly consider the situation.
• “You’re getting a great deal.” Sometimes, it’s as easy as that. Just tell them that they’re getting a great deal on the domain. Directly tell them that you wouldn’t usually do this, but you’re willing to accept their price because you need the money, or you just want to get rid of it, or any number of other reasons. They key here is to not sound like a used car salesman – you must be genuine!
• Don’t Use Joyous Words. If you say something that sounds too happy, they’ll think you’re eager to complete the deal, and that they’re getting taken advantage of. Refrain from using words such as ‘great’, ‘fabulous’, or ‘fantastic’. Don’t even think about using an exclamation mark.
• Watch Your Tone. You may have been told by your parents growing up to watch your tone. Well, that advice pays off here – embody a neutral tone of acceptance with a slight hint of reservation. It’ll take practice to pull off, especially if you’re really excited about the deal. With practice, you’ll be able to make it happen.

The great thing about domain name deals is that both sides can “win”. The seller receives some return on their initial investment and the buyer gets a great domain (and brand) for their project. You’re not lying, you’re just helping them see the truth – they are winning.

If you approach a deal with the perspective that it’s going to be a win/win, it won’t be difficult to help the other side recognize that they’re also winning. This will foster a cooperative attitude and help facilitate future deals.