Shotgun

Disciplines > Negotiation > Negotiation tactics > Shotgun

Description | Example | Discussion | See also

Description

Refuse to continue until a concession is gained.

Make it clear that nothing is going to happen until they give in on a single, named item.

Example

I let you use the car yesterday. I'm not doing that again until you clear up your room.

I want a much better discount...Sorry, I'm not interested in talking about add-ons or finance deals until we agree the discount.

Discussion

Use this method particularly when you have conceded to the other person, but they have not given enough back in return.

Generally, people concede in turn. When you have the upper hand in that the other person wants what you have more than you want what they have, then you may be able to demand several concessions before you concede on one thing.