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Tactic #78 - The Dead Fish
Summary: Raising an unreasonable deal point
to distract a counterpart and get her to make a concession on another
deal point.
You place a deal point on the bargaining table
that you do not expect to achieve and do not particularly care about,
knowing that it will be about as acceptable to your counterpart as the
smell of a dead fish. When your counterpart makes a fuss, you offer to
give up the deal point, but you make it sound like a big concession on
your part so you can ask for something in return.
Example
Consuela is buying a used car from Josh.
Josh is asking $10,000. Consuela wants to pay less, so she lays
The Dead Fish on the table, asking Josh to purchase new
tires. When Josh balks at the suggestion, she agrees to drop the
new tires demand, but only if he lowers his price by $400.
Counter
Josh could simply insist that the price is not
negotiable. Or he could use Apparent Withdrawal, These Boots
Are Made for Walking, or the Trade-Off Concession.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty.
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