Negotiating Tactics
Negotiation Tactic #74 – The False Alarm (Did I Forget to Tell You About…?)
Summary: Attempting to change the outcome of a negotiation after the counterpart thinks everything is settled. Have you ever been involved in a negotiation and thought you had concluded a deal, only to learn that…
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Avoiding the “Either-Or” Trap
A manager I’m coaching recently told me, “I can either do the job right and miss the deadline, or I can produce poor quality work and meet my boss’ deadline.” On a personal note, my…
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Negotiation Tactic #73 – Funny Money
Summary: Breaking the price up into small increments to lessen the impact of the total amount. With this tactic, you break dollars and cents down into such small amounts that your counterpart doesn’t realize he…
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Negotiation Tactic #72 – Low- or Highballing
Summary: Making a ridiculously low or high offer. Example You’re trying to sell your house for $289,000 when your agent brings you an offer of $260,000 from a couple who saw the house over the…
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Negotiation Tactic #71 – Withdrawn Offer
Summary: Taking back an initial offer to keep from being taken advantage of. Truly withdrawing your initial offer may be in your best interest in some situations. This tactic can be used when you feel…
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