|
Peter Barron
Stark
President
Subscribe
for Free !
Introducing
our
newest book
Here's what our readers
are saying
......
Order Your Copy
Visit our
website at www.everyonenegotiates.com for more great resources
on negotiation
Contact us!
Peter Barron Stark
& Associates
11417 W.
Bernardo Ct.
San Diego, CA 92127
Phone:
877.727.6468
Phone: 858.451.3601
FAX
858.451.3604
|
Tactic #43 - If . . .Then
Summary: Making an offer that is contingent
on specific conditions.
This tactic, which is similar to
The Trial Balloon, is used to check out your counterpart’s
acceptance of your proposal. This tactic is based on the idea that most
people never give up anything without getting something in return.
Example
You are an office supplies salesperson. A potential buyer asks you, “If
I am willing to sign the purchase order today, then would you be willing
to lower the price by a dollar per unit?”
Counter
Before accepting an If . . . Then offer, make sure that what you are
agreeing to is in your long-term best interest. You may want to reverse
the tactic, asking your counterpart, “If I do lower the price, then will
you be willing to make each payment ‘net 10’?” Or you may want to buy
more time to research the long-term value of the proposal, using the
I’ll Think About It and Get Back to You Later tactic: “Before I
agree to lower the price by that much, I need to think it over and do
more financial projections. I will get back to you next week.”
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
Forward to a
Friend - If you enjoy this newsletter and would like to
forward to a friend or colleague, please click on the "forward" link at the
bottom of the page.
|
