Become A Master Negotiator

Summary: Making a big issue of something unimportant in order to gain a concession that matters more.

With The Decoy, you make a big issue of something you don’t care much about when you are really after something else more important to you.

Example

You’re buying a new copier and you strike a deal. The only option the copier doesn’t have is the ability to email files, which the dealer agrees to install for you. When you are getting ready to sign the papers, the dealer informs you that it will take a month to get the copier ready. Although the time frame is not that important to you, you make a big issue of it, hoping that the dealer will make another price concession. In fact, you even tell the dealer you will go somewhere else if he can’t make the long wait worth your while.

Counter

If he suspects your motives, the dealer can utilize Uncovering the Real Reason to expose your tactic. Other options are Apparent Withdrawal and These Boots Are Made for Walking.

Have you used or encountered this tactic in your negotiations? If so, how’d it go?

Summary: Avoiding immediate agreement to a counterpart’s offer to prevent the impression that the negotiation was too easy.

Have you ever felt that you paid too much for something? Chances are you felt that way because you didn’t have to fight hard enough for your outcome. When someone says “yes” to your first offer, you walk away with one of two feelings: You may think you paid too much or, as if that feeling were not enough to make you have buyer’s remorse, you may think something is wrong with what you just bought.

Example

A woman is buying a used couch at a garage sale. She challenges the seller with, “You’re asking $300 for this couch. Would you consider taking $200?” The seller responds, “Sure, $200. It’s a deal!”

Counter

First, this is the time to use the tactic of The False Alarm . The buyer could say she was just asking if $200 would be acceptable, but she thinks that is still too much to pay. Then she could raise her level of aspiration. Second, she could use the Higher Authority tactic, telling the seller that $200 sounds reasonable to her, but she needs her husband to come over and take a look at the couch.

Have you used or encountered this tactic in your negotiations? If so, how’d it go?

Summary: Giving a counterpart several acceptable alternatives to choose from.

You can use this tactic when you have several alternatives that are acceptable to you. Salespeople are trained to use this approach to gain a buyer’s commitment.

Example

A car buyer tells the salesman, “I’m looking for a 0% loan. However, I am willing to buy this car for $23,999 at 4.5% interest, but only if you throw in the paint sealant, upgraded sound system, and floor mats. Either way, The Choice Is Yours.”

Counter

The salesman has lots of options here, including: saying “no” to both deals and starting over; making a counteroffer to one deal or the other; using Apparent Withdrawal; employing These Boots Are Made for Walking; or making a Trade-off Concession.

Have you used or encountered this tactic in your negotiations? If so, how’d it go?