Everyone negotiates something every day, like negotiating a raise, agreeing a price for
a house or who is going to drive. Every person wants to have a say in decisions that affect them and few of us will accept a decision imposed by someone else unless we have to or unless the benefits are sold to us.
Negotiation is essential to your life, is at the core of every business and non-profit making organisation, it resolves bedroom tantrums with our children; it delivers peace in war and has helped saved a few marriages along the way!
As you negotiate every day, I have decided to furnish you with a negotiation tactic every day. Something you can take with you and use to help you get the most from your negotiations.
Today’s tactic is Clouding
The other party presents so much information that it is not possible to comprehend and fully understand within the timescales.
Suggested response/counter - Either extend the timescales to allow full understanding of the information
or dismiss the information and ask for a synopsis of the main points.
Sometimes Clouding is done deliberately to confuse, sometimes not. We were recently negotiating the purchase of some second-hand machinery for one of our clients. The seller produced a multitude of invoices and maintenance sheets demonstrating the correct servicing and maintenance of the machinery. It looked very impressive but because of the large number of different pieces of paper we were unable to validate that all had been completed correctly and to date. We insisted on the seller producing a summary showing when and where the machinery
had been serviced. We had to wait for this but when we received it we found, as we suspected, that the maintenance was not up to date and had been missed at various points. This prompted another discussion about the real value of the machinery and what damage may have done through lack of maintenance. The result… another 15% reduction off the sale price.
Don’t accept Clouding. Make sure the information you receive is valid and pertinent.
Ryboc – The Purchasing Experts, Better Buying for Your Business
I hope you find my negotiation tips helpful, if you have any comments or you miss any of the tips in this log, please email me at email@example.com with TIPS in the subject header.
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