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Better Than That

 

Disciplines > Negotiation > Negotiation tactics > Better Than That

Description | Example | Discussion | See also

 

Description

When the other person makes an offer, say 'You'll have to do better than that!', or something similar, such as:

  • I'm not happy with that.
  • That's not good enough.
  • That is insufficient.
  • I can't accept that.

You can accompany this with a saddened, shocked or disgusted look.

Then be quiet and wait for them to do better.

Example

A person buying a car asks for the price. The sales person says it. The buyer raises an eyebrow and mutters 'You'll have to do better than that.' and looks, appraisingly at the sales person.

Oh, come one. I'm not a fool. You'll have to do better than that.

Discussion

When you say 'You'll have to do better than that', you are actually implying that you know that the other person is trying to deceive you, for example with an exorbitantly high price.

Having been 'found out' (although you actually may not know what a fair price is), this puts them under social pressure to conform to norms of decency and fair pricing.

This method also demonstrates that you have higher standards and expectations although you do not name these. A reason for this is that if you provide a counter-offer, they may work towards but will never exceed it. Just by stating unhappiness, you may be able to elicit an offer that is even better than you had hoped for.

See also

The Wince, Social Norms

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