2 Negotiation Tactics from 1.5 and 1.6
After reading these sections, there were quite a few of techniques/ tactics that I have never heard of, but a lot that I would like to implement to my repertoire.
One that interested me a lot was the quick close:
1. Quick Close
Over the years, for some reason, I have developed an interest in real estate. Usually people stay away from this industry because of legal issues, things they hear about, and just that fact that you can screw up really easily. You have one bad flip, and you're either sued or condemned. I feel that a lot of real estate agents utilize this technique a lot because of the nature of the industry. There's always "another interested party" and they always "have an offer on the place". It never fails. I feel that a lot of times that real estate agents try and use the quick close on people who are trying to buy a house. Often times the purchase of a house is drawn out, delayed, and brings both parties to a stalemate. It seems like the quick close is a remedy to this predicament. The sellers could propose to lower the price if the buyers just sign and get it over with. Pretty cool!
The quick close would work in a lot of different circumstances. I feel like the weasley car salesmen use this all the time along with other underhanded tactics. I feel like I could've used this when I was trying to be the weasley used car salesman in the class discussion. I was trying to sell my Pontiac Vibe and I could've created this sense of urgency to wrap it up with a quick close in no time. Since the case stated that I was going to be purchasing a new Acura the next day, I could have been honest and conveyed that information. That would've created a sense of urgency for me and maybe it would've been contagious in the fact that they would've gotten wrapped up in the urgency. Maybe if I simply split the difference and called it a day that they would've agreed to those terms. Not sure. It's all speculative a this point, but it's interesting to think about how the deal could've gone better (and by better I mean more in my favor).
2. Silence
To me, silence is one of the trickiest things to master when it comes to negotiation, public speaking, and general communication. Too much silence is awkward and too little of silence has the speaker consistently spewing words out like verbal diarrhea. Balance is seemingly impossible when it comes to silence. To those that can master it, I feel that it is a key skill in terms of negotiation. As stated in the book, "There must be a healthy balance of talk and silence. Whether we’re revealing too much or grating against the other party’s nerves by being too verbose, words can sometimes become our worst enemies. So successful negotiators know that silence is just as important as talking". Silence conveys that they negotiator is a confident, calm, disciplined, and a great listener.
Silence would have provided useful in the used car sale simulation in class. It talked too much and disclosed information that, not only greatly hindered my portion of the negotiation, but undermined my credibility altogether. If I employed the silence tactic, I would have had the time to reflect on what I was going to say next while also listening to the other two members of the negotiating party. When they asked me the question of what I bought the Pontiac Vibe for when I "got it in 2008" I could've thought of a more intelligent answer than $12,000. Who the heck gets a new car form $12,000 then tries to sell it at $10,000 eight years later?! Dumb move by me. Oh well, I'm a rookie negotiator what can I say. Rookie mistake, but hopefully next time I'll remember to shut up and think of an answer that makes sense and sounds positive at the same time. Hopefully don't screw myself that badly when I try to negotiate something in the "real world".
So those are two of the tactics that I wanted to talk about a little bit. I had fun looking through all of the tactics and hopefully I can internalize all of them, but I'll be content with a few. Well, until next time!
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