Can You Change The Person On A Car Finance Agreement Negotiation – Tactics, Tricks And Threats

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Negotiation – Tactics, Tricks And Threats

The most successful negotiators recognize that the way people involved in negotiations behave does not always reflect their true feelings or intentions. Let’s analyze the negotiation tactics that can be used by you or about you. Whether you choose to use these tactics or not, it’s vital to understand:

the Work of tactics

o They can be used with you and you can use them

o Once they are recognized as tactics, their effects are reduced, or eliminated

You may feel that there is no need in your particular case to negotiate or resort to tactics. in negotiation This is a matter of personal choice.

Tactics are generally used to gain a short-term advantage during trading and are designed to lower your expectations of reaching a successful conclusion.

There are many tactics available to negotiators. Here are a few you may recognize.

Preconditioning:

This can begin before you meet or begin your negotiations with the other party. Let’s take a sales example:

You call for the appointment and the other party says, aggressively:

“Don’t bother coming if you’re going to talk to me about price increases. You’ll be wasting my time and I’ll force you to talk to your competitors”.

When you arrive you are waiting at reception for half an hour, without being told why. When you walk through the door to the other person’s office, they tell you to sit down, but they don’t look up. Instead, they sit flipping through your competitor’s brochure, in silence, ignoring your efforts to engage in conversation.

Give them an uncomfortable low chair to sit in that is directly in line with the sun shining into the office. At this stage, how confident do you feel?

The Loin Monkey:

Some negotiators have an irritating habit of handing their problems to you so that they become your problems. This is the “monkey on your back” they want you to wear for them.

A classic example is the person who says: “I only have £10,000 in my budget”.

This is often used tactically to force a price reduction. Here’s what you can do.

When one side says “I only have a £10,000 budget”he looks worried and says something like:

“That’s a problem. As you no doubt know, the cost of our systems can be up to £20,000 and I really want to help you choose the best system to meet your needs. Does this mean that if one of our systems? has everything what you’re looking for, but it costs £20,000, would you rather I didn’t show it to you?’

The “monkey” has been returned and they have to choose. If the objection is genuine and the budget figure is correct, you should try to find an alternative that meets your needs and theirs.

If they really can only spend £10,000, that is not a tactic but the truth. When dealing with tactics, the first decision you must make is whether it is a tactic or a real situation. If it’s genuine, you have a problem to solve, rather than a tactic to overcome.

The use of higher authority:

This can be the most effective way to reduce pressure in the negotiation by introducing an invisible third party and can also be effective in closing the negotiation.

“I need my Board of Directors to agree.” “If they agree to the terms we discussed, do we have a deal?”

However, be careful to use this device sparingly so that the other side does not begin to feel that they do not have the authority to make decisions.

One way to counter this tactic is to say before starting the negotiation: “If this proposal meets your needs, is there any reason why you should not give me your decision today?”

If the other party still wants to appeal to higher authority, appeal to their ego by saying: “Of course they will follow your recommendations, won’t they? Will you recommend this proposal?”

screwing:

Negotiations can be a tiring process. As the point at which an agreement is likely approaches, both parties show a psychological need to reach an agreement and move on to something else.

You are very vulnerable as the other side reaches for your pen to sign the order form or contract, to grant items that do not significantly affect the bottom line. “Oh, by the way, this includes free delivery, right?” or “Oh, by the way, does the price of the car include a full tank of gas?”

Bites work best when they are small and requested at the right psychological time. Like peanuts, eat enough of them and you’ll get fat.

Good negotiators often keep certain items on their bucket list until the last minute when the other party is vulnerable. Watch out for this.

The Good Guy AND The Bad Guy:

You may have come across this tactic before or seen it used in movies or on television. This is a tactic designed to soften you up in the negotiation.

For example, you are negotiating the renewal of your service contract with your purchasing manager and your finance director. You present your proposal and the purchasing manager suddenly gets angry and leaves in disgust muttering to himself about how unfair you were and how the relationship ended.

You grab your briefcase and are shown the door when the Finance Director smiles sympathetically at you and says,

“I’m so sorry. He’s under a lot of pressure. I’d like to help you renew your contract, but he’s really not going to take into account the price you quoted me. Why don’t I talk to him. and see if we can work out a compromise? What’s the end result of the contract? If you give me the best price, I’ll see what I can do.”

The best way to deal with this tactic is to recognize the game being played and assess exactly what the quality of the relationship is. You can say something like:

“Come on, you’re using a good one, a bad one. You’re an excellent negotiator, but let’s sit down and discuss the proposal realistically”.

If you don’t have this kind of relationship, stand your ground and insist on dealing with the bad guy, or get angry and come up with a figure that is within your acceptable range of alternatives.

A way to combine good, bad. with greater authority is saying things like:

“Well, I’d love to do a deal with you on that basis, but my manager refuses to let me agree to terms of this nature without referring me and refuses to talk to the sellers. Give me your best price and I’ll see what I can do”

body language:

It is important in negotiation to react verbally and visually when offers are made. You may have seen more theatrical negotiators hang their heads in despair or accuse you of being unfair and sour a perfectly good relationship when you present your proposal. Human nature is such that we can believe and accept these outbursts against us and as a result our bargaining position becomes weaker.

Make sure the next time you are in a negotiation that you react to the other party’s offer. If you show no reaction, they may be tempted to ask for more and more and you will lose the initiative in the negotiation. Also, their opening offer is almost certainly higher than what they’re willing to settle for, so it’s important to make your unwillingness to accept the opening position clear.

If you reach the point below which you will not go, it is important that you show it with your body language. Newsreaders, when they finish reading the news, have a habit of picking up their script and putting their papers in order. This tells the world that they have finished their task and are getting ready to leave.

Similarly, when you make your final offer, it can be very powerful to gather your papers together and indicate with your body what your final offer really is. Put down your pen, sit in your chair and be quiet. Look worried and shut up.

If your voice says final offer but your body says let’s keep talking, the other party will ignore what you say and continue negotiating.

The use of silence:

During the negotiation, you may make a proposal and find that the other party remains silent. This can be very difficult to handle and often signals the disapproval of the inexperienced negotiator. Just as nature abhors a vacuum, so silence induces the need to speak in people.

If you have a proposal to make, make it and ask the other party how they feel about it. After asking the question, sit back and wait for the answer. Whatever you do; do not change your offer as this could seriously weaken your position.

The Vice:

A common technique negotiators use when presented with a proposal is to say:

“He’ll have to do better than that.”

The most powerful way to deal with this is to ask them to be more specific. Whatever you do, don’t weaken your bargaining position in response to vice by giving anything away too easily. This will only encourage repeated behavior.

The power of legitimacy:

People believe what they see in writing. We all assume that if something is printed or written down, it is not negotiable. This is what can make price lists so powerful. If you have to present a customer with a price increase or want to encourage an early order to overcome a price increase, show something in writing, such as a note from your boss’s office announcing the increase. This will have a much bigger impact than just saying your prices are about to go up.

When presented with a price tag in a store, ask to speak to the manager and make an offer. You might be surprised at the results.

And finally – The low key approach:

Don’t appear too excited during negotiations. Over-enthusiasm can encourage skilled negotiators to revise their strategy and demand more.

If you are in a negotiation and the other party does not respond to your proposal, recognize that it may be a tactic and avoid giving concessions just to encourage them. Sellers like to be liked and will often give away money in a negotiation if the other party seems unhappy.

For example, if you’re buying a car, avoid telling the salesperson things like:

“This is exactly what I’m looking for. I really like alloy wheels”.

Develop a discrete approach. Say things like:

“Well, maybe not exactly what I’m looking for, but I might be interested if the price is right”.

Copyright © 2008 Jonathan Farrington. All rights reserved

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