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Tactic #60 - Investing Time
Summary: Getting a counterpart to spend time
on a negotiation to strengthen her commitment to it.
Getting a
counterpart to invest time in a negotiation gives you leverage. The more
time people put into any endeavor, the more committed they become to the
outcome, even when the outcome is not in their best interests.
Example
I recently bought a video camera. I had spent about two hours at the
store listening to the options and benefits of the various cameras being
sold and was ready to buy. But when the store clerk was entering the
sale into the computer, she discovered that the desired model was no
longer available. Rather than start all over again, I quickly made a
second choice. After two hours, there was no way I was going home
without a new video camera!
Counter
Several possible counters were available to me. Utilizing Asking a
Closed-Ended Question, I could have asked, “When will the camera
be in stock?” Or “Which of your other stores currently has this camera
available?” Or I could have suggested that the clerk Sweeten the
Deal, saying, “I will go ahead and buy this other camera that I
do not like as much if you will throw in a camera bag and six tapes for
my inconvenience.”
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.
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 to patti@pbsconsulting.com.
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of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail)
WOW!!
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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