The Trade-Off
"If I do that for you ... what will you do for me?" That's a trade-off ... and it's a very useful tactical tool to add to your negotiation skills repertoire.
The trade-off is probably the most above-board negotiating tactic in the whole bag of tricks people carry with them into the bargaining arena. The trade-off is simply swapping concessions at the bargaining table until everyone agrees with the terms.
Here's when you might use the trade-off:
- Your teenager asks for "extra" money for an upcoming school event.
- Your employee asks for an additional 1/2-day off on Friday preceding a vacation.
- Your customer uses the "Oh! By the way" nibbling technique at the end of negotiations to get you to pay delivery charges. You say "If I do that for you ... what will you do for me?"
Here's what you might get:
- A commitment from your teenager to feed the dogs and clean up her/his room.
- Some help from your employee in the upcoming year-end inventory.
- An additional order from your customer in return for paying the delivery charges.
Here's the simple rule: Never make a concession without getting one in return.
Try using the trade-off the next time you are asked for a concession ... it works!!
John Patrick Dolan, Attorney at Law, Certified Specialist Criminal Law, CSP, CPAE is a recognized expert in the field of negotiation. He travels throughout the world presenting lively keynote speeches and in-depth training programs for business and legal professionals. Call 1-888-830-2620 for more information.