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Tactic #79 - Standard Practice or Policy
Summary: Using the argument that "It has
always been done this way."
Standard Practice or Policy is a tactic used to
convince a counterpart to proceed in a certain way simply because that
way is “policy.” This tactic works well because it suggests that the way
being proposed is the usual or customary procedure and, therefore, is
probably the safest approach.
The most common example is the standard contract. The party being asked
to sign a standard contract will probably just assume that the contract
does not need to be changed. However, questioning just how “standard” a
contract really is usually produces good results.
Example
Fernando is renting some office space. The
landlord hands Fernando a lease to sign, saying, “It’s a standard
commercial lease. Just initial it in two places and sign at the bottom.”
Counter
Fernando has several options here. Using the
tactic of the Salami, he could start slicing away, ever so
slightly, at what is considered “standard,” agreeing to some terms of
the lease but not others. He could use the tactic of the Trade-off
Concession, agreeing to all the terms of the lease in return for
one month’s free rent. He could rewrite the contract to suit his own
needs. Or, utilizing the tactic These Boots Are Made for Walking,
he could always leave and go rent space from someone else.
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 3 Questioning Skills, Part I
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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