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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Negotiating Tactics: Don't Let 'Good Guy - Bad Guy' Control the Sales Negotiation
Counter one of the classic negotiating gambits by addressing it directly. You've assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person with whom you've had contact during the sales process; the other is new - a purchasing agent. The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic negotiating tactic of 'good guy - bad guy.' In the audiobook, "Sound Advice on Negotiating Skills," author Roger Dawson says that when buyers use good guy - bad guy, they are counting on the salesperson being drawn to the good guy. Psychologically, the salesperson wants to please him or her by making concessions. The solution, says Dawson - a renowned speaker and author of the book, "Secrets of Power Negotiating" - is to "counter their tactic by letting them know that you realize what they're doing. It's such as well known negotiating tactic that when you say to them, 'Oh come on, you're not going to play good guy, bad guy with me, are you?' they become embarrassed they were caught and will back off." Roger Dawson offers negotiating skills advice each week in the free audio newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92 About The Author Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.
MORE RESOURCES: 4 Big Tech product managers and an engineer share negotiation tips that nabbed them thousands of dollars in better comp Business Insider University of Alaska faculty contract negotiations head for federal mediation - Anchorage Daily News University of Alaska faculty contract negotiations head for federal mediation Anchorage Daily News Gantz accuses Netanyahu of ‘sabotaging’ hostage deal negotiations with Hamas The Times of Israel Melton, Pennsylvania mayors critical of union in Nippon-U.S. Steel deal negotiations Chicago Tribune Starbucks workers strike in Seattle, LA, and Chicago as negotiations stall KUOW News and Information Negotiations between Sparrow-U-M, workers on hold until 2025 Lansing State Journal Putin Thinks He Can Win: Why Would He Negotiate? Center for Strategic & International Studies What People Still Get Wrong About Negotiations HBR.org Daily Summa Health alleges Anthem holding up negotiations, insurer responds Akron Beacon Journal City Center negotiations down to one development team, sources say RichmondBizSense HHS Releases Final Guidance for Second Cycle of Historic Medicare Drug Price Negotiation Program HHS.gov Tulane Professional Football Negotiation Competition Tulane Law School | Collector Paul-Emmanuel Reiffers Reveals His Most Nerve-Wracking Artwork Negotiation Yet Cultured Magazine Ski patrol union contract negotiations reach agreement on 24th of 27 items, but not the main one: pay The Park Record What People Still Get Wrong About Negotiations HBR.org Daily The Arsenal of Instability: How Expanding Western Defense Production Impacts Negotiations in Ukraine Center for Strategic & International Studies Medicare Drug Price Negotiation Program: Negotiated Prices for Initial Price Applicability Year 2026 CMS Tariffs as a potential trade negotiating tactic brownfieldagnews.com What Medicare Negotiation Tells Us About Drug Pricing In The U.S. healthaffairs.org Craig unsure how CR negotiations will play out brownfieldagnews.com CCPD Crisis Negotiation Team Resolves Seven Hour Standoff with Robbery Suspect Culver City Crossroads The Negotiation Advantage: How Women’s Relational Skills Drive Better Deals Columbia University PON Live! 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George Mason University Contract Action Team leaders ask for your involvement this negotiation cycle Minnesota Association of Professional Employees Adversarial Anticipation: Real-Time Simulated Negotiation Stanford Law School Impact of federal negotiation of prescription drug prices Brookings Institution Gregory Husisian Comments on USMCA Negotiation, Auto Industry Impact Foley & Lardner LLP Wheels & Deals: Mastering the Art of Negotiation for Settlement Talks and Mediations American Trucking Associations Idorsia provides update on the exclusive negotiations for the global rights to aprocitentan GlobeNewswire What Role Can Turkey Play in Ukraine Negotiations? 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