Chapter 18

Ending Negotiating Gambits: Positioning for Easy Acceptance

The Positioning for Easy Acceptance Gambit is important if you’re dealing with people who have studied negotiating. If they’re proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will still fall apart on you. When it does, it’s probably not the price or terms of the agreement that caused the problem, it’s the ego of the other person as a negotiator.

Let’s say that you market advertising specialties such as rulers with the company’s name on it or custom printed baseball caps and T-shirts. You have made an appointment to meet with the manager at a local appliance store. What you may not realize is that just before you showed up in his office, the manager said to the owner of the store, “You just watch me negotiate with this advertising specialty representative. I know what I’m doing, and I’ll get us a good price.”

Now he’s not doing as well as he had previously hoped in the negotiation and he’s reluctant to agree to your proposal because he doesn’t want to feel he lost to you in negotiating terms. That can happen, even when the other person knows that your proposal is fair and it also satisfies his needs. So, when this happens you must find a way to make the other person feel good about giving in to you. You must Position for Easy Acceptance. Power Negotiators know that the best way to do this is to make a small concession just at the last moment. The size of the concession can be ridiculously small, and you can still make it work because it’s not the size of the concession that’s critical, but the timing.

So, you might say, “We just can’t budge another dime on the price, but I tell you what. If you’ll go along with the price, I’ll personally supervise the installation just to be sure that it all goes smoothly.” Perhaps you were planning to do that anyway, but the point is that you’ve been courteous enough to position the other person so that he can respond, “Well all right, if you’ll do that for me, we’ll go along with the price.” Then he doesn’t feel that he lost to you in the negotiation, he felt that he traded off. Positioning for Easy Acceptance is another reason why you should never go in with your best offer up front. If you have offered all of your concessions already, before you get to the end of the negotiation, you won’t have anything left with which to position the other side.

Here are some concessions you can use to position the other side:

You’re selling a boat, so you offer to take the buyers out and show them how to sail it.

If you sell office equipment, offer supplies to their inventory and set them up on an automatic reordering system.

You’re selling a car, so you offer to include the snow chains.

Hold this price for 90 days in case they want to duplicate this order.

You’re hiring someone and can’t pay him or her what they asked, but you offer to review it after 90 days.

Offer 45 day terms instead of 30 days.

Offer three years for the price of two on an extended service warranty.

Remember it’s the timing of the concession that counts, not the size. The concession can be ridiculously small and still be effective. Using this Gambit, Power Negotiators can make the other person feel good about giving in to them.

Never, ever gloat. Never, when you get through negotiating, say to the other person, “Harry, you know, if you’d hung in there a little big longer, I was prepared to do this and this and this for you.” Harry’s going to say unkind things about your mommy when you do that.

I realize in the normal course of business you’d never be foolish enough to gloat over the other person because you felt you out-negotiated him. However, you get into trouble with this one when you’re negotiating with someone you know well. Perhaps you have been playing golf with this person for years. Now you’re negotiating something. You both know you’re negotiating and you’re having fun playing the game. Finally, he says to you, “All right. We’re all agreed and we’re not going to back out, but just for my own satisfaction, what was your real bottom line there?” Of course you’re tempted to brag a little, but don’t do it. He will remember that for the next 20 years.

When you’re done negotiating—congratulate. However poorly you think the other people may have done, congratulate them. Say, “Wow. Did you do a fantastic job negotiating with me. I realize I didn’t get as good a deal as I could have done, but frankly, it was worth it because I learned so much about negotiating. You were brilliant.” You want the other person to feel he or she won in the negotiations.

Attorneys Don’t Need More Trouble

Have you ever watched attorneys in court? They’ll cut each other to ribbons inside the courtroom. However, outside you’ll see the district attorney go up to the defense attorney and say, “Wow, were you brilliant in there. You really were. True, your guy got 30 years, but I don’t think anybody could have done a better job than you did.” The district attorney understands that he’ll be in another courtroom one day with that same defense attorney, and he doesn’t want the attorney feeling that this is a personal contest. Gloating over a victory will just make the attorney more determined than ever to win the rematch. Remember that you will be dealing with that other person again. You don’t want her feeling that she lost to you. It would make her only more determined to get the better of you in a rematch.

Key Points to Remember

1. If the other person is proud of his ability to negotiate, his need to win may stop you from reaching agreement.

2. Position the other person to feel good about giving in to you with a small concession made just at the last moment.

3. Because timing is more important than the size of the concession, the concession can be ridiculously small and still be effective.

4. Always congratulate the other person when you get through negotiating, however poorly you think he did.

Unethical Negotiating Gambits

In the next seven chapters I’m going to teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you’re so familiar with them that you spot them right away, you’ll find that you will make unnecessary concessions just to get the other side to agree with your proposal. Many a salesperson has had to endure an embarrassing interview with a sales manager who can’t understand why he made a concession. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer outmaneuvered the salesperson with one of these unethical gambits.

There’s no point in getting upset with the person who uses these Unethical Gambits. Power Negotiators remember to concentrate on the issues (see Chapter 32) and think of negotiating as a game. Unless the individual is as pure as Mother Theresa, he or she is simply doing what he or she is on this planet for, which is to get the best possible deal from you. You must be skilled enough to instantly recognize these Unethical Gambits and smoothly counter them.