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Quivering Quill

 

Disciplines > Negotiation > Negotiation tactics > Quivering Quill

Description | Example | Discussion | See also

 

Description

Wait 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.

Example

Mmm. 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?

Discussion

When 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

The Personal-Closure Trap

 

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