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Tactic # 27- Deflecting an Answer with a Great
Question
Summary: Asking a question to redirect the
conversation.
It may not be in your best
interest to answer a counterpart’s question if you do not have enough
information to make an educated or appropriate response. In those
situations, Deflecting an Answer with a Great Question is
appropriate.
Example
A salesperson asks you, “If I could get this model in blue, your
favorite color, would you be willing to purchase the unit today?” You
respond by stating, “How long would it take you to locate a blue model
and have it delivered?” You have not made a commitment, and at the same
time you have asked a great question, which could yield information
important to your purchasing decision. When negotiating to buy
something, you can almost always make more gains before committing to
buy than afterward.
Counter
If someone uses this tactic on you, the counter is to answer the
question to the best of your ability and confirm that your answer is
acceptable to your counterpart. Once you have agreement or
understanding, return to Asking a Closed-Ended Question to gain
commitment to buy: “If I can have the blue model delivered by this
weekend, would you be willing to purchase the unit today?”
Ask the
Negotiator
Dear Master Negotiator,
I currently have two job offers on the table. One offer is with a large
established company that has great benefits (including a company pension
plan), a 10% annual bonus based on company and team performance, and a
written agreement for a promotion within 12-18 months if I meet my
goals. The salary however is much lower than the second company. The
second offer is with a smaller company with adequate benefits (no
pension plan) and no bonus opportunity. The position with the second
company is at a higher level and greater salary (about 20% more). Both
opportunities offer equally great challenges and good work environments.
What is the best way to approach these companies and negotiate the best
deal?
Best Regards,
Ron
Dear Ron,
WOW! What a challenge to have, not one but two great job offers.
Hopefully our response will reach you before your deadline for making a
decision. Our best advice is to first do some serious negotiation with
yourself to determine what job variables hold the most importance to you
. . . ones that come to mind could include:
-
Salary
-
Benefits
-
Pension/retirement plans
-
Bonus potential
-
Advancement opportunities
-
Stability of the company
-
Reputation of the company
-
Work/life balance options
-
Flex time availability
-
Educational opportunities
Once you have prioritized a list of those variables
that hold the most importance to you, determine whether the larger
established company or the smaller company comes closest to providing
those options. Then, use “The Power of Competition”
to negotiate a great overall employment package. For example, you might
say to the smaller company, (if they are your first choice) “I would
like to work for you because you are able to offer me the position I
want, an attractive salary and a good working environment. However, I
have also been offered a similar position with a larger company that is
able to give me a better benefit package, including an annual bonus and
pension plan. As you are my first choice, could we talk about what you
might be able to do to increase the benefit options associated with this
position?” With that, the negotiations have begun.
Best wishes for a great career move!
Peter and Jane
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge (please put Negotiation Challenge in the subject
line) to patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail.)
To view the latest issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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