10 tactics // Tips from the MOBUS Inc. Experts

Become a better negotiator in competitive

situations!

10 Tactics

These are aggressive bargaining tactics.

Use tactics in competitive haggling situations (one and done deals).

Modified or entirely different tactics are used when negotiating in long-term relationships.

Practice using these basic tactics when it makes sense.

Recognize when they are being used against you.

LOWBALLINGDon't be embarrassed to make an opening offer that is way below the seller’s asking price.

1

FLINCH

If you are the buyer, show astonishment at the proposed price, even if it's half of what you expect.

2

3

“I can get a better one for less right around the corner”

COMPETITIVE LEVERAGE

BE STINGYDon't be ashamed to appear a tightwad. Be proud that you are a smart shopper.

4

SHUT UP

Wait for the other person to make the first offer, even if that means discussing everything under the sun except price.

5

After exchanging opening offers, don't be the first to move.

If the seller wants the sale, they will make a counter-offer.

DON’T CONCEDE FIRST6

ASK FOR MORE

If you make a concession, ask for something more: a second item at 50% off, a smaller item thrown in for free, gift wrapping or free shipping.

7

DON’T SPLIT THE DIFFERENCE

You don't have to "be fair." When they offer to split the difference, they've just offered you half. Take it. Now split the remaining difference.

8

TAKE ON HIGH AUTHORITY

9

"May I speak with your manager, please?"

WALKING OUT

10

Walk out to test their resolve. (Keep in mind that you may need

a way to walk back in!)

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