This document summarizes various negotiation tactics and strategies. It outlines 10 tactics used in negotiations including overloading the other side, appealing to emotions, delaying completion, and nibbling for small concessions. It also discusses establishing a settlement range and strategies for leverage during negotiations including understanding, resources, creativity, ability, and need. Finally, it provides examples of closing techniques in negotiations such as offering alternatives, assuming the sale, an erroneous conclusion, an ultimatum, identifying hot buttons, and establishing pros and cons.

2. Module 10: Negotiation Module 10 Negotiation 10.1….....................................Negotiating Tactics 10.2………………...……............Settlement Range 10.3…………….…………Strategies for Leverage 10.4……………………………….…Closing Tactics

3. 10.1 Negotiating Tactics Big Pot / Overload The Bogey The Bone Car Salesman Cherry Picking 11th Hour Squeeze Emotion Ice Pick The Nibbler The Note Taker

4. 10.1 Tactic (Big Pot / Overload) Big Pot / Overload Asking For More Than Expecting To Receive Neutralizer Establishing Most Specific Need (What Do They Really Want?)

5. 10.1 Tactic (The Bogey) The Bogey Trading Emotions For Economics “I love you, but..” Neutralizer The Mirror, “I love you too, but..”

6. 10.1 Tactic (The Bone) The Bone Giving Concessions Now.. “We have more business down the road.” Neutralizer Contracting for the Future Business, or Giving Credit.

7. 10.1 Tactic (Car Salesman) Car Salesman / Plateau Negotiating Creating the Perception that your Receiving a Great Deal! Neutralizer See the “Wizard” for yourself.

8. 10.1 Tactic (Cherry–Picking) Cherry-Picking Obtaining Bids from Several Area Competitors – Pick Best of all to Make you Compete Against Them. Neutralizer Ask for Specifics and / or Present Your Features and Benefits

9. 10.1 Tactic (11th Hour Squeeze) The Crunch or 11th Hour Squeeze Delaying Completion of Contractual Finalization “They don’t sign the lease, they wait for you to give up more.” Neutralizer Empty Cupboard (There isn’t anything left) Moral Appeal (Prepare in advance for this) Reversal (What do we get in return – High Risk)

10. 10.1 Tactic (Emotion) Emotion The Angry Parent Neutralizer Humor (High Risk) Enter Your Angry Parent (High Risk) Don’t Get Hooked (Staying in your Adult State)

11. 10.1 Tactic (Ice Pick) Ice Pick Leading you to believe that you are very close to the deal (Hidden Agenda & The Good Cheerleader) Neutralizer Don’t get sucked in early (get notes prior to meeting) or “The Salami” (What else is on their mind before you commit)

12. 10.1 Tactic (The Nibbler) The Nibbler The Negotiation is Almost Done and they ask for one concession at a time over a period Neutralizer Moral Appeal Give and Take

13. 10.1 Tactic (The Note Taker) The Note Taker Intimidate by taking notes, takes your words out of context, selective listener Neutralizer Putting Your Points in Context

14. 10.2 Settlement Range Opening Offer Goal 50 Yard Line Warning Area Bottom Line

21. While Prospect is Processing, Asking for Suggestions to Improve Your Presentation

24. This is Where You’ll Put the Kitchen.”

29. Deliver with confidence and strength

35. Total investment, Monthly investment, or Initial Investment