Tactics and ploys
Negotiation tactic # 13 Onus Transfer
19/04/22 12:48
What would we need to do for you to grant us exclusivity?
Onus transfer places the burden (or 'onus') on the other party to tell you what they would need
Onus transfer places the burden (or 'onus') on the other party to tell you what they would need
Negotiation tactic # 12 Mantra
19/04/22 12:47
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
We won't accept price rises!
Negotiation tactic # 11 Take it or leave it
19/04/22 12:41
In The Godfather, Luca Brasi suggested to a movie director that "either his signature or his brains would wind up on the contract". The Director agreed!
This is an example of Take It Or Leave It, an ultimatum that is designed to signal that no further negotiation is possible.
This is an example of Take It Or Leave It, an ultimatum that is designed to signal that no further negotiation is possible.
Negotiation tactic # 10 Split the Difference
19/04/22 12:38
You are at $90, and the other party has offered $110
If they make a proposal to "split the difference", where will that be?
If they make a proposal to "split the difference", where will that be?
Negotiation tactic # 9 Short and Sweet
19/04/22 12:36
Less is more
The more we say, the more likely we are to tie ourselves up in knots
The more we say, the more likely we are to tie ourselves up in knots
Negotiation tactic # 8 Nickel & Diming
19/04/22 12:34
How much is an economy seat on a budget airline?
$100?
What isn't included? Food? Baggage? In flight entertainment?
$100?
What isn't included? Food? Baggage? In flight entertainment?
Negotiation tactic # 7 The Flinch
19/04/22 12:32
Roger Moore made a career out of raising one eyebrow
How do we communicate non-verbally?
How do we communicate non-verbally?
Negotiation tactic # 6 Diminishing Returns
19/04/22 12:30
It's a little bit higher than we were expecting…
Aww, that's nice! Just a little bit?
Aww, that's nice! Just a little bit?
Negotiation tactic # 5 Salami Slice
19/04/22 12:28
Can you provide a cost breakdown?
Why do buyers ask for a cost breakdown?
Why do buyers ask for a cost breakdown?
Negotiation tactic # 4 Trojan Horse
19/04/22 12:26
The printer is only $50.
But the printer cartridges are $100 each! What can you about a Trojan Horse?
But the printer cartridges are $100 each! What can you about a Trojan Horse?
Negotiation tactic # 3 Out of your depth
19/04/22 12:25
You don't know much about (insert name of category here)?
What do you say or do next ?
What do you say or do next ?
Negotiation tactic # 2 Bridging
19/04/22 12:23
I'm looking to 5% to 10% off!
Why is that poor practice?
Why is that poor practice?
Negotiation tactic # 1 Absent Authority
19/04/22 12:20
Head office won't let me!
What do you say next?
What do you say next?