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Tactic #9 - Say "No" and Stick to Your Guns
Summary: Holding firm on an issue.
Sometimes the most effective
tactic in a negotiation is simply to say, “No, I am not going to do
that” or “That will not work for me.” This is an easy tactic to utilize,
although it may be difficult for people who value being nurturing and
supportive.
Example
A woman is purchasing a television set and the salesperson who is
writing up the order states, “Almost all our customers find tremendous
value and peace of mind by extending the warranty by an additional three
years.” The woman responds by simply stating, “No, I am not going to do
that.”
Counter
Two counters are possible, and both lead to the same goal. First, the
salesperson might ask the woman if she would consider another option,
like a two-year extended warranty. Second, he might try Asking an
Open-Ended Question that would provide him with more information and
help him understand why she does not feel the need to extend the
warranty. For example, he could ask, “If the unit does malfunction in
the next two years, how will you go about getting it repaired?”
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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