|
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 #67 - Salami
Summary: Asking for concessions one at a
time, to make them more palatable.
Few people eat a whole salami with one swallow.
Salami just goes down easier if you cut it into small pieces. The
same principle applies to negotiation. Your counterpart will be
more likely to make major concessions with less resistance if you cut
the concessions into several small pieces.
Example
Kate is in the market for a new stereo, cassette
player, and compact disc player. The total system she wants
retails for $850. She has set a goal of purchasing the system for
$700. If she walks right up to a salesman and says she will buy
the system if he sells it for $700, he will probably tell her to get
lost. She stands a much higher chance of getting the system at her
price if she uses the Salami tactic.
First, Kate asks the salesman what kind of
discount he will give if she purchases all three components at once.
He might agree to a 10 percent discount. Next, she asks if he will
take another $50 off if she takes the floor model. Finally, she
mentions that she will buy the equipment immediately if the salesperson
will throw in the extended warranty on the CD player. Before you
know it, all those little concessions add up to $150.
Counter
If the salesperson realizes he is getting the
Salami, he has several options. He can expose Kate's
technique, pointing out that he has made concession after concession,
and the negotiation is no longer win-win. Second, he can blowup,
using the YIKES! You've Got to Be Kidding! tactic.
When Kate asks for one more concession, he can express utter disbelief,
acting as though she has finally introduced the straw that has broken
the camel's back. Third, he can counter with the Trade-Off
Concession, telling Kate, "I will give you the extended warranty
on the CD player if you will buy the three-year extended warranty on the
stereo and cassette player."
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 1 The 80/20
Principle
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
|
