CARREFOUR “NEGOTIATION

TACTICS”TRAINING THE PURCHASER TRAINING THE PURCHASER TO NEGOTIATE FROM THE TO NEGOTIATE FROM THE

MOST DIFFICULT MOST DIFFICULT APPROACH FOR THE APPROACH FOR THE

SELLER.SELLER.

NEVER APPROACH A SELLER WITH ENTHUSIASM

REMEMBER THE SALESMAN IS REMEMBER THE SALESMAN IS BEING PAID TO SELL.BEING PAID TO SELL.

NEVER DEMONSTRATE BRAND NEVER DEMONSTRATE BRAND FIDELITY.FIDELITY.

DON’T LET HIM KNOW YOU DON’T LET HIM KNOW YOU HAVE MADE UP YOUR MIND.HAVE MADE UP YOUR MIND.

MAKE THE SALESMAN SWEATMAKE THE SALESMAN SWEAT..

ALWAYS REACT NEGATIVELY TO THE FIRST OFFER. NEVER ADMIT THAT THE OFFER IS NEVER ADMIT THAT THE OFFER IS

FAIR, INTERESTING, OR BETTER FAIR, INTERESTING, OR BETTER THAN COMPETITION.THAN COMPETITION.

EXPRESS PRICE OBJECTIONS EXPRESS PRICE OBJECTIONS OUTOUT LOUDLOUD. . SAYSAY WHATWHAT?? YOU MUST BEYOU MUST BE JOKINGJOKING ETC.ETC.

FORCE YOUR OPPONENT TO JUSTIFY FORCE YOUR OPPONENT TO JUSTIFY HIS POSTURE.HIS POSTURE.

ALWAYS ASK FOR THE IMPOSSIBLE. ASK FOR MORE THAN YOU WERE ASK FOR MORE THAN YOU WERE

EXPECTING TO RECEIVE.EXPECTING TO RECEIVE. EXAGGERATED REQUEST MIGHT BE EXAGGERATED REQUEST MIGHT BE

WHAT OPPONENT IS READY TO WHAT OPPONENT IS READY TO OFFER.OFFER.

WILL ENABLE YOU TO MAKE SMALL WILL ENABLE YOU TO MAKE SMALL CONCESSIONS TO GET DEAL. CONCESSIONS TO GET DEAL. OPPONENT WILL BELIEVE HE HAS OPPONENT WILL BELIEVE HE HAS ACHIEVED SOMETHING IN MAKING ACHIEVED SOMETHING IN MAKING DEAL.DEAL.

NEVER ACCEPT THE FIRST OFFER. NO MATTER HOW GOOD. BUYER WILL LATER WONDER IF BUYER WILL LATER WONDER IF

THEY COULD HAVE DONE BETTER.THEY COULD HAVE DONE BETTER. SELLER WILL THINK HE HAS GIVEN SELLER WILL THINK HE HAS GIVEN

TOO MUCH.TOO MUCH. NEED TO LET THE NEGOTIATION NEED TO LET THE NEGOTIATION

DEVELOP.DEVELOP. ACCEPTING THE FIRST OFFER WILL ACCEPTING THE FIRST OFFER WILL

RESULT IN FRUSTRATION FOR BOTH RESULT IN FRUSTRATION FOR BOTH PARTIES.PARTIES.

LET SELLER KNOW THEY WILL HAVE TO WORK HARDER.

REFUSE TO ACCEPT THE FIRST REFUSE TO ACCEPT THE FIRST OFFER REGARDING PRICE, SERVICE, OFFER REGARDING PRICE, SERVICE, ADVERTISING, MERCHANDISING. ADVERTISING, MERCHANDISING. ASK FOR A COMPLETE PLAN, THEN ASK FOR A COMPLETE PLAN, THEN ASK FOR A BETTER OVERALL ASK FOR A BETTER OVERALL PROPOSAL. WHEN SELLER SAYS IT IS PROPOSAL. WHEN SELLER SAYS IT IS AS GOOD AS POSSIBLE THEN AS GOOD AS POSSIBLE THEN REVIEW.REVIEW.

PLAY A SECONDARY ROLE.

A NEGOTIATOR NEVER SAYS HE HAS A NEGOTIATOR NEVER SAYS HE HAS THE FINAL SAY EVEN IF HE DOES. IF THE FINAL SAY EVEN IF HE DOES. IF YOU SAY YOU HAVE THE POWER TO YOU SAY YOU HAVE THE POWER TO MAKE THE DEAL, AND VERBALLY MAKE THE DEAL, AND VERBALLY AGREE YOU WILL BE TIED.AGREE YOU WILL BE TIED.

THIS GIVES YOU TIME TO THINK, THIS GIVES YOU TIME TO THINK, AND BRING THE DEAL BACK TO AND BRING THE DEAL BACK TO STEP ONE. “ THEY DON’T AGREE STEP ONE. “ THEY DON’T AGREE WITH THE PROPOSAL.”WITH THE PROPOSAL.”

ACT INTELLIGENT PLAY THE FOOL.

THE MORE INSANE YOU SEEM THE THE MORE INSANE YOU SEEM THE MORE YOU WILL OBTAIN.MORE YOU WILL OBTAIN.

ASK QUESTIONS SAY YOU DON’T ASK QUESTIONS SAY YOU DON’T UNDERSTAND. SELLER WILL FEEL UNDERSTAND. SELLER WILL FEEL SORRY, AND GRANT CONCESSIONS.SORRY, AND GRANT CONCESSIONS.

AFTER A FIFTEEN MINUTE AFTER A FIFTEEN MINUTE CONVERSATION, SAY YOU HAVEN’T CONVERSATION, SAY YOU HAVEN’T UNDERSTOOD A THING COULD THEY UNDERSTOOD A THING COULD THEY REPEAT IT.REPEAT IT.

NEVER CLOSE A DEAL WITHOUT ASKING FOR SOMETHING IN EXCHANGE. IF I DO THIS FOR YOU WHAT WILL YOU DO IF I DO THIS FOR YOU WHAT WILL YOU DO

FOR ME?FOR ME? WILL RENDER BENEFITS WITHOUT WILL RENDER BENEFITS WITHOUT

ASKING. GIVES VALUE TO CONCESSIONS ASKING. GIVES VALUE TO CONCESSIONS YOU MAKE.YOU MAKE.

WILL DISCOURAGE OPPONENT FROM WILL DISCOURAGE OPPONENT FROM ASKING FOR ADDITIONAL THINGS. HE ASKING FOR ADDITIONAL THINGS. HE KNOWS YOU WILL ASK FOR SOMETHING KNOWS YOU WILL ASK FOR SOMETHING IN EXCHANGE.IN EXCHANGE.

ALWAYS BE READY TO STOP NEGOTIATIONS.

NEVER SIGN AN AGREEMENT YOU NEVER SIGN AN AGREEMENT YOU ARE NOT COMPLETELY SATISFIED ARE NOT COMPLETELY SATISFIED WITH.WITH.

YOU CAN STOP AT ANY MOMENT!YOU CAN STOP AT ANY MOMENT! IT SEEMS AMUSING WHEN ONE IT SEEMS AMUSING WHEN ONE

STOPS A NEGOTIATION, BUT IT IS STOPS A NEGOTIATION, BUT IT IS THE OPPONENT WHO HAS TO PAY.THE OPPONENT WHO HAS TO PAY.

PLAYING THE GOOD COP BAD COP. GOOD COP TAKES THE SIDE OF THE GOOD COP TAKES THE SIDE OF THE

OPPONENT, BUT HAS THIS OGRE FOR OPPONENT, BUT HAS THIS OGRE FOR A BOSS.A BOSS.

CREATES A FEELING OF COMPLICITY CREATES A FEELING OF COMPLICITY BETWEEN THE NEGOTIATOR, AND BETWEEN THE NEGOTIATOR, AND OPPONENT. MAY YIELD FRUITFUL OPPONENT. MAY YIELD FRUITFUL CONCESSIONS.CONCESSIONS.

IF THIS TACTIC IS USED AGAINST IF THIS TACTIC IS USED AGAINST YOU, DEAL WITH THE BAD COP.YOU, DEAL WITH THE BAD COP.

APPLY FALSE EXCUSES.

YOU ARE OFFERING AUGUST YOU ARE OFFERING AUGUST DELIVERY, WE NEED JUNE. THEY DELIVERY, WE NEED JUNE. THEY CAN’T MEET DEADLINE SO GIVE AN CAN’T MEET DEADLINE SO GIVE AN ADDITIONAL 2%.ADDITIONAL 2%.

NEVER LET YOUR OPPONENT NEVER LET YOUR OPPONENT MISLEAD YOU WITH FALSE MISLEAD YOU WITH FALSE ARGUMENTS.ARGUMENTS.

THE 80/20 PRINCIPAL.

80% OF ALL CONCESSIONS ARE 80% OF ALL CONCESSIONS ARE MADE IN THE LAST 20% OF THE TIME MADE IN THE LAST 20% OF THE TIME SPENT ON NEGOTIATION.SPENT ON NEGOTIATION.

PUSH CONCESSION REQUESTS TO PUSH CONCESSION REQUESTS TO THE END OF THE NEGOTIATION.THE END OF THE NEGOTIATION.

NEAR THE END ASK FOR NEAR THE END ASK FOR CONCESSIONS WHICH COULD CONCESSIONS WHICH COULD ENDANGER THE AGREEMENT.ENDANGER THE AGREEMENT.

NEVER STAY TRAPPED IN A BLIND ALLEY. DON’T LET NEGOTIATIONS GET DON’T LET NEGOTIATIONS GET

STUCK ON ONE ISSUE.STUCK ON ONE ISSUE. CHANGE TO ANOTHER ISSUE TO CHANGE TO ANOTHER ISSUE TO

AVOID CONFLICT.AVOID CONFLICT. BEST NEGOTIATIONS ARE THOSE BEST NEGOTIATIONS ARE THOSE

WHERE BOTH PARTIES GET WHAT WHERE BOTH PARTIES GET WHAT THEY WANT.THEY WANT.

DON’T CROSS THE LINE UNLESS YOU DON’T CROSS THE LINE UNLESS YOU ARE THE VICTIM OF MANIPULATION.ARE THE VICTIM OF MANIPULATION.