Summary: Before you make concessions based on what a counterpart tells you, it is good practice to verify anything you are not sure about.

Example

You are purchasing a new refrigerator, and the saleswoman is trying to sell you an extended warranty, since this would mean a nice commission for her. She tells you that the extended warranty would cover all repairs for an additional year. You ask to see the warranty. After reading the section on coverage, you point out that all repairs would be covered only if you paid an additional $150 on top of the $300 extended warranty.

Taking the time to verify facts will make you a better negotiator.

Counter

There really is no good counter for the saleswoman once her “facts” are proved wrong. That is why it is best for negotiators to be honest and make sure they always have their facts straight. If they are not sure about something, they should simply say so. A negotiator whose facts and figures are proved wrong will lose credibility and leverage in the relationship.

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