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Tactic #95 - You Go First
Summary: Letting your counterpart vocalize
his desired outcome first.
Often in a negotiation, your counterpart will try
to "test the waters" by attempting to have you vocalize your outcome
first, giving them the advantage of adjusting their offer and perhaps
giving less than they were prepared to.
Example
I was in the market for a new dishwasher.
After researching different models and prices, I was ready to buy.
During one shopping trip, I approached a salesman and said, "I have been
shopping around and I can get a better price on this dishwasher at the
XYZ store. I would like to purchase it here but need to know what
the best price is you can give me." He asked me, "What price did
XYZ quote you?" He wanted me to Go First and divulge
my bottom line. I stood firm and repeated my question, "What is
the absolute best price you can give me?" After a long silence, he
finally gave me a price that was well below anyone else's price.
By forcing him to Go First, I'm confident that I got a
lower price. Had I gone first, he would have simply matched the
price and not beaten it.
Counter
In this case, an effective counter would have been
to use the tactic of Calling Your Bluff and ask for documentation.
He could have said that he would consider a lower price if I could show
him an advertisement or written bid with the lower price on it.
Or, he could have utilized the tactic of We've Never Done That Before
and simply state that it is not their policy to match other competitor's
prices. If he had given me the best price possible to start with,
he could simply stand by that price.
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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