Ackerman Bargaining Method for Negotiation

After reading Chriss Voss’ book, Never Split the Difference, I learned how to bargain using Ackerman Method.

1. Set your goal (target price).
2. Make an offer that is 65% of your target price. This is an extreme anchor (anchoring technique), like a big punch on the counterpart face, and will induce a fight-or-flight reaction. Limiting cognitive abilities and pushing them into rash actions.
3. Progressively increase the offer to 85, 95, and 100 percent of the target price.
4. Use a lot of empathy, calibrated questions, labeling, and find ways to say ’no’
5. When calculating the final amount, use non-round numbers. Like $11,389 rather than $11,500.
6. On your final offer, throw in a non-monetary item that they probably don’t want as a concession to show that you’re at your limit.