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Tactic #38 - Moving the Deadline
Summary: Changing the time for reaching a
decision on a deal point.
Since many negotiators set a deadline for making a
decision, it is important to note that almost every deadline can be
moved. Instead of hastily making a bad decision “under the gun” of a
deadline, consider changing it.
Example
A
salesperson tells a potential buyer that the sale price on a particular
product will be available only until the end of the month. The buyer
explains, “That is too bad because I do not get paid until the fifth of
next month and all my credit cards are maxed out. Is it possible that on
this one item you could get management’s approval to give me a rain
check on the sale price until the fifth?”
Counter
The salesperson could counter this tactic by protesting that his company
has a formal written policy of not extending the sale price on items,
since doing so would mean that everything in the store would be on sale
all the time! A second effective counter is the tactic of There Is
More Than One Way to Skin a Cat. The salesperson could offer the
option of a layaway, writing up the sale today but setting the product
aside until the fifth. This would accomplish both counterparts’ goals.
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
Dear Peter,
I represent a small Italian manufacturer and have just secured a
significant deal with a new customer. Here is the problem: Delivery
promises the manufacturer made--both verbally and in writing--will not
be met. In his eagerness to please the new customer, my colleague at the
manufacturing company was overly optimistic about production times.
Although I was surprised at the commitment he was making, I did not feel
it appropriate to contradict him in front of customers. To compound the
problem, the factory was not informed early enough of the commitment.
How do I negotiate my way out of this when the
inevitable bad news is delivered?
Sincerely,
Shane
Dear Shane,
In this situation, I have only one piece of advice: Be totally
honest--now. The longer you wait to give your customer the bad news, the
greater the potential will be for a negative outcome. Using the tactic
of Forgive Me, for I Have Sinned, apologetically correct the
delivery dates and ensure the customer that there will be no more
blunders. If the customer knows that you and your organization genuinely
feel terrible about the mistake, the relationship might even be stronger
than if no mistake had ever occurred.
You might also try Sweetening the Deal by throwing in an extra
something to compensate for your company’s failure to fulfill its
promise.
Best regards,
Peter
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 an autographed copy 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
7 Nonverbal Negotiation, Part II
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
To forward this tactic to a friend or colleague
please click on the forward link below
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