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Tactic #74 - The False Alarm (Did I Forget to
Tell You About. . . ?)
Summary: Attempting to change the outcome of
a negotiation after the counterpart thinks everything is settled.
Have you ever been involved in a negotiation and
thought you had concluded a deal, only to learn that the other person
was just getting started? This is known as The False Alarm.
Example
You are buying a commercial building. You
negotiate with the owner and agree on a price of $940,000. You are
convinced you have a deal. Later that day, the owner of the
building calls to tell you he has presented the offer to his business
partner, and his partner reminded him that although the sale price of
$940,000 was accurate, he had forgotten that there would be an
additional $6500 in loan charges on the property.
Counter
There are several possible counters. First,
when the owner tells you about his partner's increase in price, you
could use the tactic of the Withdrawn Offer. Tell
him you shared the deal with your business partner and she will not let
you pay more than $935,000. (This also employs the tactic of the
Higher Authority.) Second, you could expose the owner's
tactic and say that the deal you struck is good only for twenty-four
hours. If he doesn't not take the deal right away, you will have
to start the negotiations over again. Third, you could employ
These Boots Are Made for Walking. Finally, you could
utilize the Trade-Off Concession, saying, "Yes, I will pay
$940,000 plus the additional loan charges, but only if you paint and
recarpet the entire building.
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.
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number 1 The 80/20
Principle
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
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