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Tactic #84 - The Perfect Solution
Summary: Trying to influence a deal point by
offering the ideal way to fulfill all of a counterpart's needs.
When your counterpart lays a proposal, solution,
or deal point on the table, it is a good idea to test how strongly that
counterpart feels about his position. One great way to do this is
to offer your counterpart The Perfect Solution.
Example
A general contractor provides a proposal to build
a patio and barbecue for a homeowner for $15,000. When the
contractor states the price, the homeowner responds that he does not
want to spend any more than $12,000. The contractor replies, "If I
could design and build for you The Perfect Solution to all
your patio and barbecue needs, would you be able to come up with the
additional $3,000?"
Counter
The homeowner could counter with the tactic of the
Higher Authority, blaming the budget on his wife, equity
line of credit, or someone or something else with decision-making power.
Second, he could utilize the tactic of Asking an Open-Ended
Question and ask the contractor, "If I cannot find an additional
$3,000, what would you recommend I do?" Third, he might try the
Reward in Heaven tactic, suggesting, "If you could build the
patio and barbecue for close to $12,000, I will be a great reference for
you in years to come." Fourth, he could ask the contractor for a
breakdown of the costs to see if there are any parts of the project he
could do himself.
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.
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