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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Better Than That
Disciplines > Negotiation > Negotiation tactics > Better Than That Description | Example | Discussion | See also
DescriptionWhen the other person makes an offer, say 'You'll have to do better than that!', or something similar, such as:
You can accompany this with a saddened, shocked or disgusted look. Then be quiet and wait for them to do better. ExampleA person buying a car asks for the price. The sales person says it. The buyer raises an eyebrow and mutters 'You'll have to do better than that.' and looks, appraisingly at the sales person. Oh, come one. I'm not a fool. You'll have to do better than that. DiscussionWhen you say 'You'll have to do better than that', you are actually implying that you know that the other person is trying to deceive you, for example with an exorbitantly high price. Having been 'found out' (although you actually may not know what a fair price is), this puts them under social pressure to conform to norms of decency and fair pricing. This method also demonstrates that you have higher standards and expectations although you do not name these. A reason for this is that if you provide a counter-offer, they may work towards but will never exceed it. Just by stating unhappiness, you may be able to elicit an offer that is even better than you had hoped for. See also |
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