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Tactic #14 - Facts and Statistics
Summary: Using statistics to support an
offer or a point of view.
Anytime you can incorporate Facts and
Statistics into your presentation, you have a tool that your
counterpart will find difficult to handle. Reliable facts can add a
tremendous amount of power and credibility to your case. But be
careful—if you quote statistics incorrectly and your counterpart proves
you wrong, you lose your credibility. Once this happens, you have to
fight twice as hard to gain any deal point.
Example
An employee goes to his boss with a recently
published salary survey documenting that the employee’s salary is
significantly below market. The employee has pulled Facts and
Statistics that examine salary levels by industry, position, and
geographic location to demonstrate the discrepancy.
Counter
First, the boss could question the validity of the
employee’s Facts and Statistics. Who participated in the salary
survey? Who collected the information? Are the salary statistics valid
for someone with this employee’s experience?
As a second option, the boss could delay the negotiation process
to give himself time to do some research and develop his own Facts
and Statistics.
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.
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
5 Listening Skills Part I
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
Ask the
Negotiator
Dear Peter,
How can I negotiate with a supplier when both of us are tied to our
prices? I have a fixed buying price approved by the management of my
company, and the supplier has a higher fixed selling price.
Management pressures me by insisting that if we do not get
the supplies without paying a higher price, we will cease operating.
Please advise me.
Thanks and regards,
George
Dear George,
When there is only one variable on the table and neither counterpart
is willing to negotiate that variable, the scene is set for a
win-lose situation. At least one party is likely leave the
bargaining table unhappy. One tactic that may work for you is the
Power of Competition. If your company is willing to use another
supplier who can provide a competitive alternative, your current
supplier may be more willing to negotiate. A second approach is the
Facts and Statistics tactic. If you can demonstrate that
customers are demanding lower costs or buying from lower-cost
competitors, you may be able to bring some logical reasoning to your
supplier's management team. But if you have no alternative supply
sources and your current supplier knows this for a fact, your only
alternative may be to shut up and pay!
Best regards,
Peter Stark
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
info@everyonenegotiates.com. If your challenge gets
published, we'll send you our special edition Negotiation Mug,
filled with sweet treats.
To forward this tactic to a friend or colleague
please click on the forward link below
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