VALUE MANIPULATORS

Once you set your negotiating limits, with your ambitious goal at the top end and your best alternatives setting your floor, your main priority will be selecting variables and trying to influence the perceived value of each deal-point.  The tactics in this section are designed to help you manipulate the perception of value in your favor — and to undercut the value proposition of your counterparty.  As always, you have to balance your desire to “win” the negotiation with your goals about strategic relationships.

Anchoring

Big Story

Foundation

Log Rolling   

Nickel & Diming

Pot of gold

Six of One 

Takeaway 

 

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