The company is clearly wanting a Lexus for the price of a Yugo. They ordered a Yugo and now they want to take the Lexus off the lot? No way. Hold your ground. Don’t cave in. As Nick asserts, do not be arrogant, be as meek as you can but if you can treat it as if you are willing to walk away and mean it, you will likely win the day.
In any negotiation, the only way the other guy has power is if they have something you want. If you can communicate respectfully that “Unfortunately, this is well above what we agreed to in our agreement and I have cut my offer as lean as I possibly can,” then you can successfully communicate that they no longer have anything you want. This takes away their power. Some people call it “The Take Away Close.” It works. Use it respectfully and softly. It can also work when necessary to apply 20,000 volts — it’s shocking! I have had to use it that way a time or two in my career. But that is far more rare. If you ever find yourself in a situation wherein you have to use the 20,000 volt version, remember to get the floor nice and wet first. It’s so much more shocking when the guy’s standing in water. ;o)
But again, the 20K side is the rare exception, meekness and graciousness often work far faster and easier and make for a better “general rule.”
Best regards,
Ron Lindeboom