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

How to negotiate a better deal when shopping online

Most people think that they can’t negotiate when they are shopping online. They believe the advertised price is the expected price you pay. I just ordered a printer online and managed to get a 20% discount plus free shipping. It was not that difficult to obtain. All I did was talk to the customer service person via their chat and asked for the discount. Since you don’t negotiate face to face; you are removed from the other party hence it feels then easier to ask for more. The barrier to ask someone for a discount face to face seems higher than asking for a discount online. One advantage of negotiating online is that the online chat is monitored for quality control and training purposes which means that the person on the other side is generally very friendly. Of course, you need to be friendly and polite too, as this builds rapport and will get you to your goal. When I ordered my printer today, I said that I want to make the purchase today and asked what discount code she cou

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

Why zero sum negotiations get in the way of a better deal

There is a school of thought that believes that certain types of negotiations are fixed pie or zero sum negotiations. Meaning that what I win you lose and the other way around. A fixed pie assumption leads us to believe that there is a finite resource and both parties are now competing for the bigger piece of it. This assumption is destructive, leads to unreasonable means and unpleasant behaviours.   In some instances this approach can lead to deadlocks and it damages relationships. Once a negotiator has abandoned the fixed pie assumption and starts to concentrate on the opportunities on how to create value and grow the pie for both parties the negotiation becomes more complex but also more rewarding for both parties. In order to create value the negotiation parties need to be interested in each other and understand each other’s interests, pain points and goal. The following steps will assist with achieving this: Find a common ground – build rapport Find something th