last remaining but I will issues. give you a “Can you give me half-percent just a discount if more?” you give me the order right now with no further requests or changes.” Give a small concession you were willing to give anyway to pin down a close. Price tag To set a price Price tags are A price tag limit. A buyer buyers’ LLE, not is a starting might say, like their point, not a “I your proposal, Based walk-away. but I only have on the rule that Always $10,000, not the you never get challenge a $15,000 you’re anything you price tag asking for.” don’t ask for, so and treat it why not ask for as an an LLE? opening offer, not a final, Red To negotiate With multiple Do not fall Herring hard on an issues, feign the into unimportant importance of a reciprocity issue, get minor issue to Don’t concessions, and you, receive transfer then ask for concessions concessions. reciprocal and then Compare concessions on transfer those apples to an important concessions to apples – issue. an important concessions issue. Set a on one issue reciprocity trap. do not apply to concessions on another issue. Commonly used tactic by media buyers.
last remaining issues. “Can you give me just a more?” but I will give you a half-percent discount if you give me the order right now with no further requests or changes.” Give a small concession you were willing to give anyway to pin down a close. Price tag To set a price limit. A buyer might say, “I like your proposal, but I only have $10,000, not the $15,000 you’re asking for.” Price tags are buyers’ LLE, not their Based on the rule that you never get anything you don’t ask for, so why not ask for an LLE? A price tag is a starting point, not a walk-away. Always challenge a price tag and treat it as an opening offer, not a final, Red Herring To negotiate hard on an unimportant issue, get concessions, and then ask for reciprocal concessions on an important issue. With multiple issues, feign the importance of a minor issue to you, receive concessions and then transfer those concessions to an important issue. Set a reciprocity trap. Do not fall into reciprocity Don’t transfer concessions. Compare apples to apples – concessions on one issue do not apply to concessions on another issue. Commonly used tactic by media buyers.