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Tactic # 3 - Asking a Closed-Ended Question
Summary: Using a restrictive question to get
a direct answer or specific bit of information from a counterpart.
Anytime you are trying to win a
concession or gain a deal point in a negotiation, Asking a
Closed-Ended Question is a good idea. Closed-ended questions are
effective because they are direct and to the point. In contrast, they
are not good questions to ask when you are striving to build a
relationship or stimulate discussion.
Example
An employee in charge of office supplies asks a
saleswoman, “If I can obtain budget approval to purchase two LCD
projectors, which would normally incur a combined cost of $11,500, can
you get the price with tax under $10,000?”
Counter
The
saleswoman might ask why the $10,000 figure is so important to the
company’s budget. A second effective counter would be for the saleswoman
to inform the employee that she cannot get the two projectors under
$10,000, but if the company does not need the metal carrying cases that
come standard at the higher figure, the $10,000 figure could be a
possibility.
It is critical for the saleswoman to counter the $10,000 figure. If she
concedes to the initial offer and sells the two projectors for under
$10,000, her counterpart may walk away wondering if he should have
offered only $9,000 instead of $10,000.
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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