How we change what others think, feel, believe and do

All I've Got

Disciplines > Negotiation > Negotiation tactics > All I've Got

Description | Example | Discussion | See also

Description

When buying something, say that you only have a limited sum of money. Plead poverty. Let your body sag. Look sad.

If your are buying with cash, show them the money (prepare your wallet or pocket beforehand, hiding other money in another pocket or elsewhere). Look surprised that you do not have enough.

If the money is elsewhere, say the offer is all you are able to spend. Say this is all that you have to spend on this item. Say your partner will not allow you to spend more.

Example

Look. All I've got is 27.32. Will you take this? I've not got any more.

Oh dear. I've only got a 10. Is that enough?

Sorry, I'll get into trouble if I spend more than 25.

Discussion

Showing you have limited money demonstrates a real ceiling on what you can pay, as opposed to what you might be persuaded to pay. This makes this tactic very much a 'final offer' and which may hence persuade the other side to take the offer. The demonstration of poverty is also a plea for sympathy, suggesting that the other person should feel sorry for you and accept your offer because this is a 'good' thing to do.

There is also an underlying suggestion that not only is this all you have in cash today, but that this is all the money you have, and that you are offering them everything you have in the world. For them to give you what you want when they also have more than you shows an imbalance that they can help redress by accepting your offer.

See also

Cards on the Table, Empty Pockets