Hot Gambits in Negotiating

The Hot Potato: When someone passes you their problem – the hot potato – you need to test it for validity right away. You need to find out if the problem they tossed you is the real deal or not.

The Red Herring: You know what you want. However, when dealing with tenacious negotiators who have a need to win, you must let them win something they believe you value. Therefore, you offer them a Red Herring. This item or issue must be brought up early in the negotiation as an important item or issue that means much to you. Therefore, when negotiations get near the end, you can offer it to your opponent as a concession so that you can close the deal you really want. Remember use of the Red Herring is very effective when you are keeping a keen eye on the prize you covet.

The Withdrawn Offer: The withdrawn offer is used when you know your opponent really wants what you have but is pretending to not want it. In other words, he is playing The Reluctant Buyer. Withdraw you offer and tell him you regretfully must go into another direction. But tell him that if circumstances change, please give you a ring.

Reluctant Buyer/Reluctant Seller: Always be the Reluctant Buyer and Reluctant Seller. “This is my favorite card! Oh! I hate selling it! This sends the message to the buyer that you are emotional attached to the item and thus will not part easily especially at a discount price. On the other side, being the Reluctant Buyer sends a message to a Seller that you are NOT desperate and thus will not pay a desperate buyers price. Only discount prices.

The Printed Word: Putting things down in writing is very effective for those opponents who cannot deal in a virtual negotiation. They need concrete evidence. They need to see. Putting it down on in writing is gospel to them. Very effective in dealing with analytical people.

The VISE Technique: Getting Offers from several sellers and putting these offers against one another is very effective in getting your opponent to compromise. You must be genuine and provide each opponent with the knowledge that you are shopping for the very best deal. You can even apologize for taking some time to make the deal as you are getting information from other opponents to help you do what is best for yourself. State to your opponent that doing what is in your best interest is very important to you, as it would be to them. Opponents do not like shoppers, as shoppers are more educated on the market thus reducing the opponent chance to get the most from you possible. THIS WORKS! PERIOD!

Dumb is Smart/ Smart is Dumb: Play dumb. People have Ego’s. They always like to feel better than their opponents do. Let go of your EGO and get what you are really after. The Prize!

Good Guy/Bad Guy: Play Good Guy Bad Buy by bringing in a partner in the deal. You can be the guy who really wants the deal and your partner can be the one who bad mouths the item or issue and thus turns the negotiating into a war between the partners thus confusing the opponents as to what you are going to do. This gambit will force your opponent to lower his price or issue as to not upset the BAD GUY all the while knowing that the GOOD GUY is still an interested party in making the deal.

Use Arbitrators to Break Deadlocks: Many times in a negotiation, deadlocks may occur. This happens to all personality types. When this happens, use a 3rd party to close the deal.

The Higher Authority: When dealing, use of Higher Authority is effective when you get stuck into a situation you cannot get out of. Say, I can do the deal but I will have to discuss it with my wife/boss etc…. This allows you to back track on the deal you may have tentatively agreed but are not comfortable with. Make the Higher Authority a vague entity – it works better – a committee. People do this all the time.

The Set Aside Technique: When dealing with a stumbling block over one issue. Offer to “SET IT ASIDE FOR LATER”. Then continue dealing on other issues. You find that agreement on many other issues will build trust that will help you resolve the previous impasse. Very Effective.

The NIBBLE: The nibble is very effective after you agree to a deal. After you agree, ask for something else. Usually your opponent will give in not wanting to blow the big deal. Example, after you agree to buy a card, nibble for cardholders or an extra card. Very Effective. The counter: “Come on, you’re getting a great deal already, don’t make me give you that too…” make them look and feel cheap and be careful to do it right.

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