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Side Payments
Disciplines > Negotiation > Negotiation tactics > Side Payments Description | Example | Discussion | See also
DescriptionWhen what one side wants is more than what the other side wants, balance the difference with a cash payment. This will need a valuation of the items being exchanged. An independent agent may be used for this or it can just be included in the negotiation. ExampleIn a house exchange, where an older couple are swapping their big house with a young family who have a smaller bungalow, the difference in value is negotiated and the family pay this in cash. Look, I'll give you this Honda and five hundred extra for your Ford, which I know is a bit newer. DiscussionWhere the negotiation is not about buying something, there is often an unspoken assumption that the exchange is goods-for-goods or some other non-financial interaction. Bringing in a compensatory balance can help to make things more acceptable. The same principle can be used in other ways, for example where a sales person 'throws in' additional products to make their price more tempting. 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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