Ten Negotiating Tips and What to do When They are Used on You
|
Source: Partner Advantage Advisory John Patrick Dolan, author of Negotiate Like the Pros, (Perigee Press, 1992), describes the 10 most common negotiating tactics and what to do about them. 1. Act surprised by the offer made. The antidote is number 2, below. 2. Be silent if the other party does not respond to an offer you make. The silence creates discomfort, which might cause the other party to talk and undermine his or her position. 3. If the other party plays the “good-guy, bad-guy” game, ignore it. It is supposed to cause you to concede without a quid pro quo from the other side. 4. Another version of the above is to say the decision must be made by another person. Deal with this either by being persistent in demanding the concession or asking to deal directly with the other person. 5. One side brings up a minor point as a distraction. The antidote is to ask for this point to be tabled until a later time. 6. You may be offered a “trail balloon.” This allows the other party to obtain information without any cost. Resist the urge to respond. Instead ask a question. For example, if you are selling real estate, and the prospective buyer, asks you if you would provide the financing, ask what the offer would be if you agreed. 7. Beware of “low balling.” When someone makes an offer that is far better than any others, make sure you ask for all additional requirements or costs before you agree. 8. The only antidote for the “bait and switch” gambit is to recognize it for what it is—an attempt to get you to take an inferior offer after tantalizing you with a very attractive one. 9. Shocking behavior, such as throwing a tantrum, is intended to make you uncomfortable so you will go along to avoid them. The only response should be to wait until this behavior subsides. 10. Standard forms, such as loan agreements used by banks, can seem intimidating. But you should question the provisions nevertheless. More information is available at www.negotiatelikethepros.com. From Partner Advantage Advisory, July 2005, p. 2. Hudson Sawyer Professional Services Marketing Inc. www.hudsonsawyer.com. Subscription $279 per year; single issues—$25. Orders |