Description: People want what they can’t have — so you’ll make it look like the variable they care about most is suddenly unavailable.
A common sales closing technique. Midway through a negotiation you get a call that the asset you have been discussing is no longer available or that the deal is off. Now that the counter-party can’t get it, he wants it more. You concede to get the deal back on track.
Intent: Increase value, close the negotiation.
Counter: Don’t take the bait – or suggest that you negotiate directly with the boss.