From the course: Negotiation Skills
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Learn to manage the quivering pen technique
From the course: Negotiation Skills
Learn to manage the quivering pen technique
- There's a tactic that you can use right at the end of the negotiation, which I think is a bit cheeky, but I think it's okay to use it, and this is the quivering pen, and as with all of these tactics, even if you don't feel comfortable using them, you still need to know about how to deal with them when other people try to use them on you. It's a bit like the nibble, which you'll remember was when the other person suddenly introduces something else after you've agreed the deal. Well, the quivering pen is similar in that, again, you ask for something extra just at the end, but the big difference is that you ask for the extra before you sign the deal, before you shake hands. In fact, just before. So you say, I don't suppose you could throw in an extra copy of the handbook just as you raise your hand to shake, or just as you're about to sign, you lift up your pen, maybe quivering slightly and say, oh, you can get it to…
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