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It'll be Alright on the Night

 

Disciplines > Negotiation > Negotiation tactics > It'll be Alright on the Night

Description | Example | Discussion | See also

 

Description

Paint the deal with a big brush, using grand descriptions and gestures. Gloss over details, saying that there will be no problems with these or that they can be sorted out later.

Be positive and enthusiastic, with a 'can do' approach. If the ask you about details dismiss their concerns, perhaps showing slight disappointment at their lack of confidence in you.

Example

Don't worry, we'll sort out all that stuff once we get going.

This will be a brilliant project and I'm sure we'll get all kinds of things done. You've just got to have faith. It's negativity that would kill it, not lack of ability.

That's a great thought and I'd like you to hold the question for now. Let's agree on the deal and we'll sweat the small stuff later.

Discussion

Many people do not like conflict and will readily agree to procrastination or otherwise avoid disagreement. This technique appeals to that avoidance tendency.

'It'll be alright on the night' is a classic show-business comment, where dress-rehearsal disasters are common and readiness for opening night may be questioned. It effectively dismisses challenges as unnecessarily negative, sweeping problems under the carpet, assuming they can be dealt with at a later date.

See also

Overconfidence Barrier

 

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