Closing the deal
- provide alternatives
- works great with kids
- if they have the feeling the deal is closed they are more likely to agree
- assume the close
- “shall I start the paperwork”?
- split the difference
- stop by “fair” meeting in the middle
- exploding offers
- create strong time pressure
- “by tonight you agree or you don’t”
- sweeteners
- save something special for the end of the deal
- e.g. winter tires
Trumps Strategy
- think big
- be creative, create lot’s of options
- protect the downside and the upside will take care of itself
- never decrease your BATNA → more bargaining power
- the upside will not come on it’s own
- maximize the options
- invent options without committing → “let’s see”
- at some point you have to start committing
- know your market
- preparation is critical
- ask people that know more
- use your leverage
- slides 102 quote
- think about interests, leverage your knowledge
- enhance your location
- improve your BATNA
- make surrounding area better in real estate
- don’t take it as given, everything can be changed
- get the word out
- only if publicity is good for your business
- high chance for backfiring
- otherwise: keep quiet until settlement
- fight back
- don’t, foster long-term collaborative partnerships
- unless you don’t care about the people
- deliver the goods
- “You can’t con people, at least not for long”
- reputation matters
- contain the costs
- have fun
- collaborate - it is nice to from a deal