How we change what others think, feel, believe and do |
Reducing Choice
Disciplines > Negotiation > Negotiation tactics > Reducing Choice Description | Example | Discussion | See also
DescriptionReduce the choices that the other person has to a limited number -- two or three is often good. Four or five may be ok but can be too much. Ten is way too many. In offering choices, you can of course provide biased choice, making the things you want the best or only things that they choose. Avoid offering too many choices at once. Too many options will either lead to confusion or happy mulling over all the options (but no decision). You can get through many options by revealing new choices or descending a hierarchical tree of choices. ExampleWe can visit your family next week or the week after -- I'm away for a while then. (limited choice) Do you want fries with that?...and salad?...green or mixed? ...what dressing would you like?... (revealing choice) Do you want a large or small car?...is is for family or just you?...how many doors?... (hierarchical choice) DiscussionWhen you reduce choice in negotiations, you can eliminate those things that you do not want and focus on the things you do want. If you give a person no choice, they will feel as if you are controlling them. If you give them too much choice, they will be confused. Judging vs. perceiving preferences will affect choice, as perceivers prefer more options (so give them more). See alsoAlternative Close, Biased choice, Fair criteria
|
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 | |
You can buy books here |
And the big |
| Home | Top | Menu | Quick Links | |
|
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 | |
| Home | Top | Menu | Quick Links | |
|