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Tactic #2 - Referencing an Expert Opinion
Summary: Citing the opinion of an authority
to gain clout.
One of the more powerful tactics to utilize when
presenting information in a negotiation is to cite the opinion of an
expert.
Example
A man is selling his automobile for $12,000. A
woman tells him that she will buy the car for $11,500 if she can take it
to her mechanic to make sure there are no major problems needing repair.
The prospective buyer takes the car to her mechanic who prepares a
computerized printout outlining $1,500 worth of repairs. The buyer
returns to the seller with the computerized report of needed repairs and
a revised offer to purchase the car for $10,000.
Counter
The seller has several possible counters at his
disposal in this situation, depending on his goal. If he is confident
that a buyer will eventually come along and pay his price, he might
simply tell the prospective buyer, “Eleven-five is the lowest offer I
will accept.” Second, he could question the validity of the mechanic’s
recommendations. If the mechanic’s report shows the brakes on the car
are bad, the seller may want to go to the trouble of inspecting the
brakes himself to test the validity of the report. If the brakes have
even ten thousand miles left on them, the seller has more room to
negotiate. He can lower the price a bit to cover all or some of the
brake repairs, or he can stand firm, saying, “The reason I priced the
car so low is that I knew it needed some repairs and I have taken those
repairs into account in my asking price.” Last, the seller could
consider referencing his own expert, taking the car to another mechanic
to verify that the prospective buyer’s mechanic was accurate on every
item that was in need of repair. If the buyer’s mechanic was inaccurate
on even one item, the strength of this tactic is quickly lost.
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 week's issue of Peter Stark's Negotiating
Tactic of the Week, 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
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