If I don't get your order by Friday, I can't guarantee the delivery you need.
What is deadline?
100
My boss will have to authorize this.
What is limited authority? (also missing person)
100
I pull away from the desk, exclaiming, "Two days?"
What is flinch?
100
How can I continue to buy from you? Everyone else is lowering their prices.
What is blanketing?
100
I really want this business because your firm is my most valued supplier, but your delivery costs have forced me above the price we can pay. Is there some way you can help me out on delivery?
What is bogey?
200
Oh, by the way, you'll pay demurrage on the last rail car, won't you?
What is nibbling?
200
I can't discuss delivery times because our scheduling manager is out for the rest of the week.
What is missing person?
200
Let's be fair. You can't expect a firm price with the problems in the economy.
What is moral appeal?
200
I like your product better than Brand X, but I only have $10,000 to spend on it.
What is limits? (also competition and bogey)
200
What if we can cut our cost of materials by 10%? Will your group go ahead with construction?
What is trial balloon?
300
I like your product, but Acme down the street sells almost the same thing for $100 less. Can you help me out?
What is competition?
300
Push my chair back and say "It's obvious we're getting nowhere, even though you could increase your profits and avoid costly capital expansion." Then I continue to collect my papers in silence.
What is apparent withdrawal pressure tactic?
300
Partner 1: "I don't care if we do business with you or not. We've already got more business than we can handle."
Partner 2: "Look, these people really need our product. Let's see if we can come up with a more lenient payment plan so they can buy the volumes they need."
What is good guy / bad guy?
300
We've been selling surfactants to many of the industry leaders: Colgate, Proctor & Gamble, and the Lever Brothers.
What is association?
300
If you give us two cents a pound off the price, then we'll double the order.
What is if / then?
400
To get that price, you must guarantee a volume of 200,000 gallons. I'm sorry; I'd like to do business with you, but we just can't justify the business on a smaller volume. That's it - take it or leave it.
What is take it or leave it?
400
Let the other party know what the consequences are of adding another concession, and communicate to them you believed your agreement was complete.
What is neutralizing nibbling pressure tactic? Always get something when you give something up.
400
In order to give you that later date, I'll have to take back my previous offer to pay liability for damages.
What is reversal?
400
Look, out company policy is stated here in very simple terms and will not allow us to accept that offer.
What is legitimacy?
400
Introduce additional objective criteria to balance the information shared between the two parties.
What is neutralize legitimacy power tactic?
500
You've got to do better than that.
What is krunch?
500
Ask questions to find out as much information as possible about what the competition is offering.
What is neutralizing competition pressure tactic?
500
Explore underlying interests.
What is neutralize flinch manipulative tactics?
500
We never discount our gas to retail customers.
What is precedent?
500
Find out more about the terms behind previous deals.