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Tactics & Counterattacks
The main reason you study tactics is to know when they are being used against you. Be careful not to substitute good preparation with cheap tricks or tactics that can backfire. Here are some tactics you may experience and what to do if you see them:
Asking for more after you get to “yes”. Counter-Tactic: Make other person feel cheap or unreasonable for asking. Deferring decisions to committees, partners, spouses, boards of directors, etc. Counter-Tactic: Remove the option up front if possible by prequalifying. If the tactic is still used, ask, “They usually follow your recommendations, don't they?” & “You are going to recommend that they accept this, correct?” Then get a commitment. Used in an impasse where one side won't budge. State, “I understand your position. Let's just set that aside for now and talk about these other issues.” (This works great with the committee member that keeps bringing up pointless areas to refocus a meeting. Set the member's concerns aside until the end of the meeting when can give the matter “serious attention”.) Counter-Tactic: Say, “No, this is the main issue for me and I want to stay with it.” Expressing a desire to do everything possible to help, but stating that someone else will create problems for both of you if you do. Counter-Tactic: Identify the tactic and point it out. “You're not going to play good guy-bad guy with me, are you?” Switch both to bad guy status. Empathize with your opponent. “I know how you feel, I felt that way too until I found that….” Counter-Tactic: Don't get drawn into it. Being aware of this tactic is half the battle. People want to help those less capable than themselves. “Ignorance” puts them off guard and on your side. Counter-Tactic: Be on guard for the “Gee, can you help me”, “Simple country boy” and “Poor helpless little thing” types. Stay on your toes, these are often keen negotiators. Be prepared to walk away at all times. When you pass that point, you've lost. Let the other side know that you are prepared to walk away. Counter-tactic: Say, “That's fine, so am I.” And mean it! You ask for 30% to 100% more than you expect to get and then “settle” for what you really wanted all along. Counter-Tactic: Offer much less than you're willing to give. Or raise offers at smaller increments. Visibly reacting with shock at the opponent's proposal. Enforce the flinch by parroting. Counter-Tactic: Recognize it as a ploy. Can intentionally misinterpret. Use Good Guy-Bad Guy, Higher Authority, etc. as a counter. When asked for a concession always ask for something in return. Counter-Tactic: Ask for additional concessions. Try for something they probably can't or won't give. Literally, putting the squeeze on by replying to offers with, “You'll have to do a lot better than that!” (Makes you bid against yourself.) Counter-Tactic: Pin them down to specifics by asking, “Exactly how much better?” and “I thought that was a reasonable offer, what am I not seeing?” Negotiate from there. Using statements and statistics in the form of print to strengthen or “prove” your case. Counter-Tactic: Know that the written word is not gospel. Statistics can be, and often are, generated by people using them as “proof”. They don't necessarily prove anything. Realize the potential power of statistics and don't be swayed. Use when negotiations get petty or ridiculous. Set a limit and then withdraw. Take away concessions already offered. Counter-Tactic: Avoid petty negotiations where possible. When caught in one, be the first to use this tactic. Use Higher Authority. Be ready to walk away and say so. Use the approach of, “I don't think I want it that bad. Maybe if it were a real bargain I would consider it…. How low can you go?” Counter-Tactic: Use Higher Authority, Good Guy-Bad Guy; ask for more than you want while flinching at the “ridiculously low price” that you appear to be offering. Sample statement: “I'm really in a corner on this one and can't budge. Do me a favor this time and I'll make it up to you next time.” Counter-Tactic: Ask: How? When? In what way? Why should I?…Pin them down to specifics. Determine the value of the trade off; get it in writing. Send a written, signed agreement, with a check for the amount you are offering. Counter-Tactic: Return all of above with a written, signed counter offer. If don't decide by certain time, you lose opportunity or another buyer is waiting. Counter-Tactic: Understand that most deadlines are flexible. Negotiate the deadline first and be willing to walk away rather than be rushed into a bad decision. Allows you to try it out and fall in love with it. Like taking a new puppy or a car home. Also, used with money back guarantees. Counter-Tactic: Know that other party is trying to get you emotionally involved and is betting that you will feel foolish or not go to the trouble of returning the it. Prepare to return the item before you “take it for a test drive”. Have labels addressed or arrangements made to return and do not test anything you are not willing to purchase. Return |