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Tactic #10 - YIKES! You've Got to Be
Kidding
Summary: Expressing disbelief to encourage a
counterpart to make a better offer.
Successful negotiators are good
at acting surprised. They communicate the YIKES! You’ve Got to Be
Kidding! message with a flinch, a sour face, or an expression of
disbelief anytime a counterpart mentions the price or conditions of a
product or service. We used to think this tactic was rather silly until
we realized how effective it was when someone used it on us! Failing to
act surprised when price or conditions are mentioned could encourage
your counterpart to take advantage of you.
Example
A salesperson says, “The price for the brochures will be three thousand
dollars for a thousand copies.” The client responds, “You’ve got to be
kidding me! Why so much?”
Counter
The salesperson could respond to the client’s disbelief with “Of course,
that price includes copywriting, photography, typesetting, printing,
varnish, and binding.”
When someone uses the
YIKES! tactic on you, you have to defend your product or service
on its own merit. Many people flinch because they lack knowledge of
a product, service, or price. So do not give concessions until you
have a solid understanding of why the person flinched. Inexperienced
negotiators tend to give up too much too soon.
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge (please put Negotiation Challenge in the subject
line) to patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail.)
To view the latest issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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