Lesson 2a.pdf - Lesson 2 Commitment Tactics(in increasing order of aggressiveness Providing alternatives(that meet both parties\u2019 needs Split the

Lesson 2a.pdf - Lesson 2 Commitment Tactics(in increasing...

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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.
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