Skip to main content

Top 5 negotiation tactics that are used by buyers

When a buyer and a seller negotiate over a deal it is in the interest of each party to get the best deal possible. Here are the four most common tactics buyers use in a negotiation in order to get to the best deal possible.

The Russian Front
This is a tactic whereby the buyer presents the seller with only two options.  One is so terrible; it feels like being sent to the Russian Front which makes you agree to the other options. Compared to the first option the second option does not look that bad now.
Don’t make the other party put you under pressure, don’t accept either option. Ask for an alternative or come up with a counter proposal.

Good guy bad guy
In this tactic you have one person making very high demands. This person is also often cold an unapproachable. The aim is to intimidate the selling party. The good guy on the other hand has a more reasonable approach and shows a willingness to concede and come to a deal.
The purpose of this tactic is to set the expectations high by the bad guy and intimidate the other party.
Remember they are on the same team and playing a game to get the best deal, hence the good guy is not on your side.

Just one more thing
Remember Columbo? He interviews the murder suspect and starts to leave the room; you can see some relief in the face of the suspect and suddenly Columbo turns around with “Just one more thing”.
This tactic is used at the end of the negotiation when you are just about to agree to a deal. The other party then comes up with one more request and because it is at the end of the negotiation and in particular if it has taken a long time to get there the selling party is often inclined to agree to the request in order to get the deal done.
If the request by the buyer is significant it can lead to overthrowing the whole deal and commencing the negotiation again or in the extreme case it can come to a deadlock.

The loss leader
The other party is trying to convince you this time they should sell to you at a loss as there will be more volumes further down the track. They sometimes also try to use their brand as a push, meaning that you can use their brand to advertise to other clients that you do work with them.
The reality is, never sell under price, what they promise might not come true and finally if they want your product then they will pay for it.

#negotiationtactics #negotiationskills 


Popular posts from this blog

5 Surprising Negotiation Facts

If you don’t ask you don’t get.If you don’t negotiate you will always pay the full price. If you don’t negotiate your salary you will never be able to get the pay rise that you deserve. People don’t just hand something to you, you need to ask for it and then negotiate. If you have a fear of negotiating, chances are you try to avoid it. If you avoid negotiating, you will never lose your fear of it. What you need to do is expose yourself to negotiations; embrace it by practising negotiating as often as possible. Fortunately, there are many opportunities where you can practice and improve your negotiation skills daily.
The following five facts about negotiation might give you a different perspective of negotiation and as a result you might approach the negotiation differently.
1.A negotiation starts with a rejection People often fear rejection and tend not to move past it whereas receiving a rejection means that this is the beginning of a negotiation. A rejection gives you an opportu…

Why skilled negotiators use odd numbers – and how you get the best price when you sell your house!

When talking numbers in a negotiation it is a good strategy to use odd numbers for many reasons.
Firstly, an odd number signals the other party that you have thought long about your proposal and made many precise calculations.
Secondly because it looks like that it took some effort to come up with this odd but precise number people tend to believe more this number is true. A round number on the other hand gives the impression that you are just giving a ballpark figure and that there might be still a lot of room to move.
Thirdly, an odd number is less likely to be negotiated down due to it being perceived as being a true value with hardly any bargaining range.
Two marketing professors from the University of Florida, Chris Janiszewski and Dan Uy looked at five years of data of real estate sales in Alacha County, Florida. They compared the list prices and the actual sales prices of the properties sold during that time.  They found that those who listed their homes at an odd or precise …