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Tactic # 71 - Withdrawn Offer
Summary: Taking back an initial offer to
keep from being taken advantage of.
Actually withdrawing your
initial offer may be in your best interest in some situations. This
tactic can be used when you feel you are being taken advantage of or put
in a position where you can only lose.
Example
Joseph is
selling a house that he owns jointly with a partner. The asking price is
$126,000. The buyer is a very tough negotiator. By using the Salami
tactic, he manages to reduce the price to $121,000, have the escrow
extended to ninety days, and stipulate that Joseph and his partner will
carry back a $20,000 second mortgage at 9 percent. Joseph thinks the
deal is finalized. Then the buyer brings his wife into the picture.
The buyer’s wife says she hates the kitchen and will not allow her
husband to pay any more than $119,000 for the house. That is when Joseph
says he has bad news for the buyer: Joseph’s partner has decided that
they should not sell the house for any less than $123,000. Since the
buyer really does want the house, he spends the rest of his negotiating
energy trying to get the price back down to $121,000.
Counter
First,
rather than scrambling to get the price back down, the buyer could
utilize These Boots Are Made for Walking. If Joseph really wants
to make the deal, he will come back. Second, the buyer could use
Apparent Withdrawal, giving the appearance that he is quitting, to
regain control of the situation.
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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