Proposing several deals that are equally acceptable to you forces the other party to choose based on their own priorities. This reveals what they value most (e.g., price, speed, terms) without you having to ask directly. It shifts the negotiation from a 'yes/no' to a 'which one?' decision.
When a counterpart presents multiple deal options, do not limit yourself to their pre-packaged choices. Instead, identify the most favorable term from each option and combine them into a new, more advantageous counteroffer. This demonstrates active listening while aggressively pursuing a better outcome.
Instead of negotiating solely on price, break your offer into multiple components like delivery speed, risk assumption, and payment terms. This creates a larger pool of small, tradable concessions, allowing you to reciprocate during a negotiation without compromising on your core price point.
The tactic of giving a concession to get one in return is culturally dependent. In cultures where reciprocity is not a strong social norm, giving first can be perceived as weakness and be exploited rather than reciprocated. You must first assess if you share this value with your counterpart.
Don't present your product or service as a cost. Instead, use data to frame it as an investment that increases the value of the buyer's existing asset (e.g., a home or business). For example, a $100k pool isn't a cost if data shows it adds $100k+ to the home's resale value.