Tommy Dobczyk shows how to negotiate by trading time instead of price. When offered $5 tomorrow instead of $10 today, he counters with $10 tomorrow or $5 today, using the other person's urgency to close the deal faster.
Are you in the deal room? I have a price of $10 and you should buy it today because I need that $10 today. I sound a little bit nicer to deal with, right?
And I'm going to counteroffer.
What's your counteroffer?
$5 tomorrow.
$5 tomorrow. So what she's doing is she's moving the goalposts very far. I said, listen, my price is $10, but I'll do it tomorrow. Sound good? Yeah. Great. And now we have a deal. Because I was able to negotiate time instead of my price, right? They needed me to close tomorrow. If she's like, no, gotta have it tomorrow, I would say, okay, I'll take $5 today. Will you take $5 today?
Yes.
Okay, now I can get my $5 and move on, right? So there's two ways of doing that. I either get a deal on the price or I get a deal on the time, right?
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