How we change what others think, feel, believe and do |
Quivering Quill
Disciplines > Negotiation > Negotiation tactics > Quivering Quill Description | Example | Discussion | See also
DescriptionWait until you are just about to sign the deal and then pause. You may even have the pen in your hand (the 'quivering quill'). Look at the other person and ask for some extra concession. It may even be something quite significant. ExampleMmm. Before I sign, I want one more thing to be included in this. If you give me an upgrade to the next model for the same price, then the deal is yours today. Whoops. I forgot to ask. I can bring the children as well, can't I? Oh yes, before I go, you will ask Bill, won't you? DiscussionWhen the deal is just about to close, then the other person may well have already emotionally closed and assumed that the deal is complete. The thought of you pulling out is thus so painful for them that they will make significant concessions just to get the agreement complete (and the pain of re-opening relieved). See also
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| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
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