As we have been discussing, the fundamental negotiation tactics must be memorized so you not only learn their applications, but also how to deflect a tactic when it is used against you. Here are the next three fundamental tactics:
7. FUNNY MONEY
Reducing price over an extended period of time to make the cost appear minimal and ridiculous
The counterpart says, "Our product has a useful life of ten years so that’s only fifty cents a day. You’re not going to let fifty cents a day stand between what you really want and deserve, are you?"
COUNTER TACTIC TO FUNNY MONEY:
Multiply the aggregate over the period of time. Fifty cents per day over ten years is $1,825. Suddenly fifty cents per day is not a minuscule and ridiculous figure.
8. THE VISE
A tactic designed to clamp you in a seemingly immovable position.
There are three approaches with The Vise:
A. "You’ll have to do better than that."
The rule with negotiation is whoever states his position first, normally loses. Rather than saying what he is willing to pay, the counterpart will get you to make a concession to see how far you are willing to go. Then he will respond with the wince, which will lead to another concession. COUNTER TACTIC: Respond, "How much better would that have to be?" (You get him to state his position, and then you wince.)
B. "Split the Difference."
When you are asked to split the difference, assume that if you have the counterpart to the point where she is willing to split the difference, she will go further.
COUNTER TACTIC: "What a shame we’ve come this far." Employ the walk away and revert to higher authority, which will allow you to re-initiate a new negotiation with the Good Guy/Bad Guy tactic.
C. "This is a Limited Offer."
Never negotiate in haste. Successful negotiators realize there are no concrete deadlines.
COUNTER TACTIC: "If I have to make a decision now, then my answer is NO. However, if you can give me a bit more time, my answer may be YES."
9. THE TRIAL BALLOON
Presenting a hypothetical situation or solution to a challenge.
With this tactic the counterpart issues a hypothetical situation to see if he can get you to change your position. Trial Balloons are preceded by the following statements: "Just suppose…I’m not certain…I may be talking out of school…I probably shouldn’t mention this but what if I could…"
COUNTER TACTIC TO TRIAL BALLOON:
If the counterpart issues a Trail Balloon, she is stating preplanned concessions. She has not reached her final position yet.
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