that tries to elicit Only use not a feeling of guilt, occasionally. The other like, got side is trying “You’ve to be kidding!” to get a rise, response to an to shock offer. you. Do not respond. Good The bad guy In major, Make the guy/bad makes highly complex right guy unreasonable negotiations. comparison. demands and Use your Don’t (Good threats; the lawyers or compare cop/bad good guy’s low management as the good cop) requests seem bad guys (that guy’s offer reasonable in is what they get to the bad paid for); as a guy’s offer; contract salesperson, compare principle at you be the the good work. good guy and guy’s offer offer a to your HLE. reasonable Keep solution. focused on your HLE. Limited To indicate that Use to stall for Agree to a authority a negotiator has time, to think break in the limited over an offer, negotiating authority, and craft a process cannot make a counteroffer, while the final decision, even if you other side and has to check have the final checks with with a higher authority. their higher authority a hint authority – of a pullback in and say, order to gain a ”That’s further good idea. I concessions. have to check with my boss, too, because I may have gone too far.” Hint at a pullback. Nibble A negotiator will In the last Stop the indicate a strong stages of nibbling readiness to negotiations with a settle, but will after many close. ask for just one agreements can’t give “I more very small and the other you an concession…then side is additional another, then overcommitted, 2% another. nibble at the discount,
that tries to elicit a feeling of guilt, like, “You’ve got to be kidding!” response to an offer. Only use occasionally. not The other side is trying to get a rise, to shock you. Do not respond. Good guy/bad guy (Good cop/bad cop) The bad guy makes highly unreasonable demands and threats; the good guy’s low requests seem reasonable in contract principle at work. In major, complex negotiations. Use your lawyers or management as bad guys (that is what they get paid for); as a salesperson, you be the good guy and offer a reasonable solution. Make the right comparison. Don’t compare the good guy’s offer to the bad guy’s offer; compare the good guy’s offer to your HLE. Keep focused on your HLE. Limited authority To indicate that a negotiator has limited authority, cannot make a final decision, and has to check with a higher authority – a hint of a pullback in order to gain further concessions. Use to stall for time, to think over an offer, and craft a counteroffer, even if you have the final authority. Agree to a break in the negotiating process while the other side checks with their higher authority and say, ”That’s a good idea. I have to check with my boss, too, because I may have gone too far.” Hint at a pullback. Nibble A negotiator will indicate a strong readiness to settle, but will ask for just one more very small concession…then another, then another. In the last stages of negotiations after many agreements and the other side is overcommitted, nibble at the Stop the nibbling with a close. “I can’t give you an additional 2% discount,
MS_5_Chapter_13_NegotiatingClosing_COMPLETE.docx