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Tactic #56 - The Puppy Dog
Summary: Offering a "trial" of a product or
service to get the counterpart emotionally committed to the deal.
The power behind The Puppy Dog tactic lies in
letting your counterpart have the object she is negotiating for before
the deal is finalized. The name is derived from the tactic pet store
owners use when they tell you to go ahead and hold the puppies and play
with them while you consider buying one. I once ended up with a $400 Old
English Sheepdog because of this very tactic. With Sir Bentley licking
me on the face, $400 seemed quite reasonable!
Example
Michael wants to buy a used boat, but he and the
owner are stuck on the price. The owner suggests that Michael take the
boat to a nearby island for the weekend. The owner is convinced that at
the end of the weekend, Michael will feel the boat is worth the full
asking price. When Michael returns from a great weekend, he continues to
try to get the owner to sell the boat for a lower price. But the owner
says he is confident he can find another buyer who will pay the full
price. The owner is a smart man. He knows that after a great weekend,
Michael has already bought the boat in his mind. In fact, he would
probably be willing to pay even more money if the owner raised the
price.
Counter
The tactic of The Puppy Dog is so powerful that
the only effective counter is These Boots Are Made for Walking.
If Michael wants to continue negotiating the price, he should remove
himself from the picture and let a third party negotiate for him. Once
his emotions have been committed and the boat owner knows it, Michael is
in a very vulnerable position.
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
5 Listening Skills Part I
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
In next month's issue of The Master Negotiator, we are premiering a new column
where you'll have a chance to 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 to
info@everyonenegotiates.com. If your challenge gets
published, we'll send you our special edition Negotiation Mug,
filled with sweet treats.
To forward this tactic to a friend or colleague
please click on the forward link below
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