The Ackerman Bargaining system is a negotiation tactic that was developed by former CIA operative Mike Ackerman and was highlighted in Chris Voss's book Never Split the Difference. Ackerman used this process for years in high-stakes ransom negotiations with international kidnappers.
There are 6 components to the systems
- Set your target price.
- Set your first offer at 65% of your target price.
- Calculate three raises of decreasing increments (85%, 95%, and 100% if necessary).
- Deploy empathy and find different ways of saying “No” to facilitate offers and counteroffers.
- When calculating the final amount, use precise, nonround numbers like, say, $3,489.34 rather than $3,500. It gives the number credibility and gives the appearance of carefully constructed calculation.
- On your final number, throw in a nonmonetary item. This helps show your counterparty you are out of money to give and only are down to non-cash items.
