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Tactic #40 - The Trial Balloon
Summary: Testing to see how firm a
counterpart is on certain issues.
Finding
out how firm your counterpart is on the key issues is often helpful in a
negotiation. You can get some information by sending up a Trial
Balloon and watching your counterpart’s reaction. This tactic may
give you a better understanding of what to expect when you get down to
doing the final negotiation.
Example
A home seller is asking $250,000 for her house. The buyer might say, “I
can give you $230,000 in cash and have the money to you in one week.
Would you be willing to sell me your house at that price?”
Counter
In this example, the YIKES! You’ve Got to Be Kidding! tactic
could prove effective. A second effective counter could be the response,
“That’s Not Good Enough.” A third possible counter could be to
support the $250,000 asking price with Facts and Statistics,
citing the selling price for comparable homes in the neighborhood.
►►Would you like to
get "inside" the mind of your counterpart? Our upcoming
teleseminar will show you how. Want more information?
Click on this link.
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) or a free ticket to our
upcoming teleseminar ($45.00 value).
To view this month's 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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