From the course: Negotiation Skills
Join today to access over 25,600 courses taught by industry experts.
Try hiding the value of tradables
From the course: Negotiation Skills
Try hiding the value of tradables
- The next tactic is a step on from the reluctant buyer or seller, and it's about hiding the value of all tradables. The rule is that if it's something you really want, then claim you don't really want it. And if it's something that you don't really want, then claim that you do really want it. I know this sounds utterly perverse, but there are good reasons for this, as I'll explain. First, the things that you do really want, why would you want to claim that you don't want them? Well, I think the answer is obvious. If the other person discovers that you're keen to have something, then they'll make you pay for it. So never say, "I must have the red one," because they'll say, "Ooh, those are really hard to get. If I can get one at all, you'll have to pay extra and reserve one." Much better to ask what colors they have and then say, (sighs) "I suppose I could live with a red one. It's not ideal, but if the price was good."…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.