|
Peter Barron Stark
President
Subscribe
for Free !
Introducing our
newest book
Here's what our readers
are saying ......
Order Your Copy Today
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 #96 - Go Easy on Me
Summary: Asking your counterpart for
leniency before making their first offer.
There are times when you want the best available
product or service but do not want to pay the price that the top
products or services command.
Example
In searching for a certified public accountant, we
were given the names of three individuals who were qualified and
experienced with our type of business. We interviewed the first two
accountants and requested they create a proposal. We scheduled the third
accountant for the last interview because two different people who
referred this accountant to us said she was one of the best, “but very,
very expensive.” When we met with the third accountant, we shared the
background of how she was referred to us and her associated reputation
on price. We ended the meeting by saying, “We would love to work with
you but we are not sure if we can afford your fees. Since we are a small
business, when you work up the proposal, will you go easy on us?”
Counter
In this situation an effective counter could be
the Feel, Felt, and Found. The accountant might have responded,
“I can understand that since you have not experienced the high level of
service I provide, you might feel my fees are high. Many of my existing
clients felt the same way you do until they discovered that the amount I
am able to save them is substantial compared to the fees I charge for my
services.”
A second tactic that may work well in this situation is to Lose the
Battle to Win the War. The accountant may have stated something like
“I will give you a new client discount so that you will quickly see that
the value gained by my professional services will make the fees seem
inconsequential.”
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 - Are you involved in a
negotiation and not sure what strategies or tactics to use?
In next month's issue of The Master Negotiator, we are premiering a new column
where you'll have a chance to 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
|
