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Brooklyn Optician

 

Disciplines > Negotiation > Negotiation tactics > Brooklyn Optician

Description | Example | Discussion | See also

 

Description

Break everything down into small packages and then negotiate them one at a time. If you are selling things, price them individually.

Focus first on selling or negotiating the main item. Then show that extra parts are needed. Avoid talking about the total cost until you have agreed each item.

Example

The computer, sir, will cost three hundred. You'll take that -- good. Will you be needing a keyboard with that -- only twenty. And we've a good deal on an optical mouse...

Will you take the kids to school -- thanks. Whilst you're out, can you get some things for me.

A restaurant prices its main course without any vegetables, which are each priced separately.

Discussion

The name of this tactic comes from a (probably politically incorrect) archetype of an optician who sells you a pair of glasses one lens at a time.

When people are buying something or otherwise getting something in a negotiation, they will start with a rough price in mind. When they see the offered price, they will be impressed by the contrast and will rapidly reach closure on it. Once closed, they will unwilling (or maybe unable) to re-open the negotiation. They are thus trapped, and are forced to pay the extra amount for the other items that they now need.

See also

Nibbling, Closure principle, The personal-closure trap

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed