"Effectiveness at the conference table depends upon overstating one''s demands."

Bracket your objective.When negotiating, always ask for more than you expect to get. This technique, known as bracketing, involves making an initial proposal that is an equal distance on the other side of your objective as their proposal. For example, if you want to buy a car for $13,000 and the dealer is asking $15,000, make an opening offer of $11,000. This strategy gives you room to negotiate and increases the perceived value of your offer.

Create a win-win perception.By asking for more, you set up a climate where the other person can feel they''ve won in the negotiations. This approach allows you to make concessions during the negotiation while still achieving your desired outcome. Remember, the essence of Power Negotiating is to always leave the other side thinking they''ve won.

Benefits of asking for more: