Sales Tactisc

Tactics

A

Below you have explanations for 5 negotiating tactics. Explain them to your group and then ask about the tactics that you do not have information about.

Shot Gun/ Russian Front/ Take it or leave it!

This is an aggressive tactic saying basically that if you don’t accept this proposal then you will break off the negotiations. The way to answer might be to refuse! Ignore, find an element of compensation or concession.

Off limits

This is common for people who work together or have long standing business relations. It is to narrow down the area for negotiating. For example “Ok today we can negotiate everything you want except a pay increase.”

Mandate

In this case you refer to the group, for example: “My team has asked me to insist on this point.”

Sell cheap – get famous

This is often used in sales negotiations, for example: “Just think how our business can help the reputation of your company” or “If our name appears on your list of customers....”        

Who’s your friend?

This is a bad publicity tactic. For example “You’re not going to refuse help to an organisation that depends on contributions to help children?” or “You don’t want to be remembered as the person who failed to get the Royal Mail business, do you?”

See you in court                                        Good Guy / Bad Guy

Last minute Escalation / Hesitating Pen                Fading Beauty

Salami                                                        Brookline Optician

Noah’s Ark                                                Limited Authority

Mother  Hubbard                                        Information from heaven

Tactics

B

Below you have explanations for 5 negotiating tactics. Explain them to your group and then ask about the tactics that you do not have information about.

See you in court

Often used as an ultimatum in cases with legal implications. Should be used sparingly and only as a last resort.

Good guy / Bad guy

Only for very skillful negotiators who know their partner exceptionally well. Basically the tactic is to try to get the opposing team to help you convince your partner, the “bad guy”, to accept a deal which is of course profitable for you.

Last minute escalation/ Hesitating pen

This is a very common tactic which uses the final moments of a negotiation to get one last concession. It is usually expressed as a final favour, for example “OK just a quarter of a percent more discount and we’ve got ourselves a deal.” Often played just before signing the contract.

Fading Beauty

This is where information has been withheld so the final picture is not as beautiful as it first seemed. For example the sunny, 100 square metre flat overlooking the park is really a 60 square metre interior flat with no view ... but since you’ve made the effort to come here we may as well talk!

Salami

Little by little you try and get an agreement, but you prefer to have a number of small negotiations e.g., price, delivery, terms of payment, rather than a global negotiation.

Brookline Optician                                                Noah’s Ark