So whenever you’re negotiating, try to think about some pressure you can create. Effective negotiators don’t pile on the pressure with aggression or games, they create it purposely and cleverly. And the two greatest techniques they use are time and their own Inner Game control.
Time or lack if it, is the one pressure that all negotiators use. I like to buy my goods towards the end of month when most salespeople’s commission periods are ending. They want to get as many sales as سرمایه گذاری مدیریت ثروت لیورپول possible in the last few days of the month to secure big fat commissions. So I like to negotiate for dishwashers, Tvs and such around the end of the month to create this pressure.
Recently a brilliant example of time-pressure negotiating occurred in the English Premiership Football League and the pressure created earned one side £20 million. Not bad. The Premiership operates a transfer window of about a month where clubs can buy and sell players, they are not allowed to deal with players outside of the window.
This creates pressure in its own right and this year Liverpool and Chelsea played out a cracker. The player, Fernando Torres, Spanish International extraordinaire was put up for sale and Chelsea said they were interested. They offered £30 million. Liverpool gave a great verbal and visual flinch to this offer, giving the impression they weren’t interested.
And the player was now not for sale, classic example of not being desperate either. They waited, and waited until the last day of the transfer window appeared. They demanded £50 million. They patiently awaited Chelsea’s response. Chelsea, whose season was crumbling around them, were very keen to secure a player of Torres’s undoubted scoring ability, felt the pressure. The clock ticked away as clocks do and sure enough at 5 minutes to midnight on the last day of the transfer window, the pressure became too much and they caved in, agreeing the asking price to Liverpool.
The other form of pressure comes from within. Good negotiators learn how to control their Inner Game and the pressure this puts on you to secure a deal at all costs. One of the best ways to do this is not to “cross the line”. In other words, convince your brain that you need the deal and now. Do that and you’ve crossed the line and have to do a deal. That makes you negotiate less effectively because the slightest amount of pressure put on you by the other side will make you cave in.
A strategy to use here is the BATNA, the best alternative to a negotiated agreement. Have a plan B up your sleeves so if the deal isn’t looking good, you can calmly walk away. Always have your walk away power. Poor Chelsea didn’t have this power and therefore caved into Liverpool’s demands.
Our Pedigree dog Brodie has just had pups and we’re in the process of finding good homes for them, for a small fee of course. We’ve generated quite a bit of demand with our website, an entry in the Kennel Club site and a Facebook page. We’re currently arranging for visits and such from prospective new owners and this is becoming a logistical nightmare.
We used to do the same in the estate agency business and it worked on a logistical level but also on a psychological plane. People saw other people being interested in the same house and this created demand for the product. We were a bit naughty because we often invited friends and family over to increase the numbers of people in the house. And I even heard of a tactic where specific appointments were made for viewers and the appointment times would clash, so as we were showing someone around the house, someone else would turn up to view as well. Bit naughty that one, I totally condone that tactic, but remember it in case someone uses it on you, and they will.