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Tactic #76 - Never Saying "Yes" to the First
Offer
Summary: Avoiding immediate agreement to a
counterpart's offer to prevent the impression that the negotiation was
too easy.
Have you ever felt that you paid too much for
something? Chances are you felt that way because you did not have
to fight hard enough for your outcome. When someone says "yes" to
your first offer, you walk away with one of two feelings: You may
think you paid too much or, as if that feeling were not enough to make
you have buyer's remorse, you may think something is wrong with what you
just bought!
Example
A woman is buying a used couch at a garage sale.
She challenges the seller with, "You are asking $600 for this couch.
Would you consider taking $500?" The seller responds, "Sure, $500.
It's a deal!"
Counter
First, this is the time to use the tactic of
The False Alarm. They buyer could say she was just
asking if $500 would be acceptable, but she thinks that is still too
much to pay. Then she could raise her level of aspiration.
Second, she could use the Higher Authority tactic, telling
the seller that $500 sounds reasonable to her, but she needs her husband
to come over and take a look at the couch.
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
2 - Power
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
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