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Padding

 

Disciplines > Negotiation > Negotiation tactics > Padding

Description | Example | Discussion | See also

 

Description

Add in requirements to your initial position that you do not really need. Then later, when you need to concede in order to get something you want, give away this 'padding'.

Do not do this lightly. Act in the same way as if you were conceding something you really want.

You can pad on any variables or individual items or even some combination.

Be ready to justify why you want these things. Beware of including what you cannot reasonably justify.

Example

I must have this done by the end of the week...well, ok, I'll accept it next Friday if you include a full specification.

My wife said it must be red...Well, I'll take the green one, but only if you include the full insurance package. I guess I'll have to think about what to say to Jean...

I need a meeting room for twenty people...Well, I guess I'll have to stop Jim and Mary from coming. Coffee is included in that price, isn't it?

Discussion

Your initial position is often taken as what you really want, and that its entire contents are at least very desirable to you. When you concede from this, then is is assumed that you are giving away something that you would rather have.

In order to work, padding has to be credible. If it is suspected that you are deliberately padding then all of your requirements will be suspect and open to challenge.

See also

Bluff

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Site Menu

| 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 |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed