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Tactic #45- Persistence
Summary: Continually using new and different
angles to get a counterpart to agree.
If you have children, especially teenagers, you
know that sometimes you may give in to their demands just to be able to
get on with your life. The same tactic works quite well in the business
world.
Example
I have a
son who is a master at asking for something over and over again, from
many different creative angles, until he accomplishes his goal. At one
time his major life goal was to own a Nintendo 64 game. He asked for one
almost every day for a period of two years. His creative questions
included, “Could I buy it with my own money?” and “Could I buy a Gameboy
until I can get the big version that plays on the television?” He also
asked why other parents I respect bought their kids a Nintendo. The
questions went on and on. I even told him, “Nintendo is a dead horse in
our house, and if the horse is dead, you should get off it!” Refusing to
give up, my son creatively asked the following great question: “Dad, is
it important to you and Mom that I can make quick decisions in complex
situations?” When I said “yes,” he came back with, “Great! I think
Nintendo 64 helps kids make quick decisions in complex situations.”
After two years he finally got his Nintendo. As I read this account, I
understand why persistence is such a successful tactic.
Counter
In this particular example, my best defense would probably have been a
solid track record of not caving in to persistence. A second effective
tactic would have been No More Mr. Nice Guy—I could have removed
a deal point that my son felt had already been conceded. For example, I
could have said, “If you bring up Nintendo one more time this week, I
will take away your television privileges for the rest of the week.”
Since cartoons are as high on my son’s “explicit need” list as Nintendo,
this tactic might have worked well.
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 am a recruiter with my own start-up firm. I work on both contract
and permanent positions on a contingency basis. (I get paid when I
fill a position.) Recently a good client of mine needed someone to
fill a critical, permanent position. I found a candidate the client
liked, but the candidate wanted to work on a contract basis
long-term, and my client agreed. Now the client wants me to take on
contract responsibility, which would be expensive for me and not as
beneficial as a permanent fee. How do I negotiate a better deal for
me and keep my customer happy at the same time?
Sincerely,
Steven
Dear Steven,
I encourage you to have a sit-down meeting with your client and use
the strategy of doing what is "fair and right." Tell the client, “I
know the situation with this employee has changed to a contract
basis, and I want to do what is ‘fair and right’ for everyone.” Then
be prepared with a few options.
I am not familiar with all the technical aspects of your business,
but I do have a couple of suggestions. The client could pay you a
one-time finder's fee based on the original salary range you both
agreed on during the initial search. A second option, which might be
tougher on your cash flow short-term but could eventually be more
lucrative, is to agree to a percentage fee, paid monthly, for what
this consultant earns for the period of one year. A third strategy
is to simply ask what your client feels is fair and right. A good
client will come up with an equitable solution. Remember, in the
recruiting business, long-term relationships need to be based on
trust. You are better off without the business of any client who
would take unfair advantage of you.
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
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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 I
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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