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Tactic # 54 - Conditional No
Summary: Offering less than a counterpart is
asking for, hoping to make her go away.
This tactic is designed for all
the really nice people of the world who find it just too difficult to
look their counterparts in the eyes and say, “No, I am not going to do
that!”
Example
You have a neighbor who makes it a weekly habit to
come over to your house to borrow food. This week your neighbor shows up
and asks to borrow a dozen eggs. Since you think it seems mean to refuse
your neighbor’s requests, you usually comply with them. But today you
employ the tactic of Conditional No instead. You say, “I don’t
have a dozen eggs. I have only four eggs that I can give you now. Would
you like four eggs?” Eventually, if you get good enough with the tactic
of Conditional No, you may even see yourself progressing to the
following exaggeration of this tactic: When your neighbor asks to borrow
a dozen eggs, you respond, “I do not have a dozen eggs. But as long as
you are here on my doorstep, I wanted to ask if I could borrow a gallon
of milk from you.”
Counter
The
easiest counter for the neighbor would be to accept the four eggs
graciously and be grateful you are so generous! A second possible
counter would be These Boots Are Made for Walking. The neighbor
could respond by saying, “Four eggs will not be enough for me to make
breakfast for my entire family, so I’ll have to go to the store.” A
really nice neighbor would also counter by Asking the Closed-Ended
Question, “When I am at the store, can I buy you a dozen eggs?”
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The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
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Negotiating Tactics of the Week
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