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Brooklyn Optician

 

Disciplines > Negotiation > Negotiation tactics > Brooklyn Optician

Description | Example | Discussion | See also

 

Description

Break everything down into small packages and then negotiate them one at a time. If you are selling things, price them individually.

Focus first on selling or negotiating the main item. Then show that extra parts are needed. Avoid talking about the total cost until you have agreed each item.

Example

The computer, sir, will cost three hundred. You'll take that -- good. Will you be needing a keyboard with that -- only twenty. And we've a good deal on an optical mouse...

Will you take the kids to school -- thanks. Whilst you're out, can you get some things for me.

A restaurant prices its main course without any vegetables, which are each priced separately.

Discussion

The name of this tactic comes from a (probably politically incorrect) archetype of an optician who sells you a pair of glasses one lens at a time.

When people are buying something or otherwise getting something in a negotiation, they will start with a rough price in mind. When they see the offered price, they will be impressed by the contrast and will rapidly reach closure on it. Once closed, they will unwilling (or maybe unable) to re-open the negotiation. They are thus trapped, and are forced to pay the extra amount for the other items that they now need.

See also

Nibbling, Closure principle, The personal-closure trap

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