Top ten negotiating tactics

TACTIC FOUR: Play reluctant buyer

When you are buying, you can squeeze the seller's negotiating range with this three-stage tactic.

Stage One: listen very carefully to their proposal and ask all the questions you can think of.

Stage Two: tell them that you appreciate all the time that they have taken with you, but tell them it's not exactly what you're looking for.

Stage Three: At the last moment, call them back and say, "Just to be fair to you, what is the very lowest price you would take?"

About the Author

Roger Dawson

Roger Dawson has trained managers and salespeople at the top companies and business associations throughout the United States, Canada, Europe, Taiwan, China, New Zealand and Australia. He was inducted into the Speaker Hall of Fame in 1991. Roger is the author of Secrets of Power Negotiating and founder of the Power Negotiating Institute.