Empty pockets

Disciplines > Negotiation > Negotiation tactics > Empty pockets

Description | Example | Discussion | See also

Description

When the other person makes a demand on you, say that you cannot afford it, you have not got it, cannot do it, or otherwise are unable to give them what they want.

Show that it is a lack of ability, not lack of desire, that leads you to refuse them.

Example

Sorry, that's just too much. I really cannot afford that on my salary.

I'd love to help, but I don't know much about that.

If I had it, I'd give it to you.

Discussion

Showing that you cannot fulfill a request is a good way of refusing, as the other person then cannot persist.

Pleading poverty may also get you sympathy and give reason for the other person to ask less of you.