Lesson 2
Commitment Tactics
(in increasing order of aggressiveness)
- Providing alternatives (that meet both parties’ needs)
- Split the difference (maybe more suitable for small difference)
- Sweeteners (special concession for the close, careful not go beyond your reservation point e.g. give
furniture for free)
- Assume the close
- Final offer/ultimatum
- Exploding offers (extremely tight deadlines) - will give you a good deal if we close by today,
otherwise the promotion is off
Hardball Tactics
- Good cop/Bad cop
- Highball/lowball (outrageous opening offers)
- Bogey (pretending an issue is important when it is not)
- The nibble (asking for a little more towards the end of the negotiation)
- Intimidation/aggressive behavior
- Chicken (using a large bluff plus a threat to force the other party concede)
- Snow job (inundating the other party with information)
How to counter?
- For the nibble - we have already documented everything, so we can’t do anything to help you.
And you can deflect to higher authority whenever possible.
