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Auction
Disciplines > Negotiation > Negotiation tactics > Auction Description | Example | Discussion | See also
DescriptionWhen many parties want one thing, set them against one another. Bring them all together and let them know that only one will get what they want. This can be used to make both sellers and buyers compete. ExampleA normal auction is one in which bidders offer increasing prices until nobody else makes an offer. A Dutch Auction is one in which an initially high price is lowered until the first bid, which secured the deal. DiscussionWhen people know that they may lose out on something, then they will want it even more. We are also naturally competitive animals, and when faced with others who want the same thing, the goal can move from possession to simply winning the competition. See also |
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