| The Vise is a very effective negotiating
| |
| | to them. Their counter-proposal came back
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| Gambit and what it will do for you will
| |
| | $14,000 less than the proposal that I was
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| amaze you. The Vise Gambit is the simple
| |
| | prepared to accept."You may be thinking,
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| little expression: "You'll have to do
| |
| | "Roger, you didn't tell me whether that
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| better than that." Here's how Power
| |
| | was a $50,000 proposal, in which case it
|
| Negotiators use it: Let's say that you
| |
| | would have been a huge concession, or a
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| own a small steel company that sells
| |
| | multi-million dollar proposal, in which
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| steel products in bulk. You are calling
| |
| | case it wouldn't have been that big a
|
| on a fabricating plant where the buyer
| |
| | deal." Don't fall into the trap of
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| has listened to your proposal and your
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| | negotiating percentages when you should
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| pricing structure. You ignored his
| |
| | be negotiating dollars. The point was
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| insistence that he's happy with his
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| | that he made $14,000 in the two minutes
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| present supplier and did a good job of
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| | that it took him to scrawl that
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| building desire for your product.
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| | counter-proposal across the bid. This
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| Finally, the other person says to you,
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| | meant that while he was doing it, he was
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| "I'm really happy with our present
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| | generating $420,000 per hour of bottom
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| vendor, but I guess it wouldn't do any
| |
| | line profits. That's pretty good money,
|
| harm to have a backup supplier to keep
| |
| | isn't it?This is another trap into which
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| them on their toes. I'll take one carload
| |
| | attorneys fall. When I work with
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| if you can get the price down to $1.22
| |
| | attorneys, it's clear that if they're
|
| per pound."You respond with the Vise
| |
| | negotiating a $50,000 lawsuit, they might
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| Gambit by calmly saying, "I'm sorry
| |
| | send a letter back and forth over $5,000.
|
| you'll have to do better than that."An
| |
| | If it's a million-dollar lawsuit, they'll
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| experienced negotiator will automatically
| |
| | kick $50,000 around as though it doesn't
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| respond with the Counter Gambit, which
| |
| | mean a thing, because they're mentally
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| is, "Exactly how much better than that do
| |
| | negotiating percentages, not dollars.If
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| I have to do?" trying to pin you down to
| |
| | you make a $2,000 concession to a buyer,
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| a specific. However, it will amaze you
| |
| | it doesn't matter if it got you a $10,000
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| how often inexperienced negotiators will
| |
| | sale or a million-dollar sale. It's still
|
| concede a big chunk of their negotiating
| |
| | $2,000 that you gave away. So it doesn't
|
| range simply because you did that.What's
| |
| | make any sense for you to come back to
|
| the next thing that you should do, once
| |
| | your sales manager and say, "I had to
|
| you've said, "You'll have to do better
| |
| | make a $2,000 concession, but it's a
|
| than that"?You guessed it. Shut Up! Don't
| |
| | $100,000 sale." What you should have been
|
| say another word. The other side may just
| |
| | thinking was, "$2,000 is sitting in the
|
| make a concession to you. Salespeople
| |
| | middle of the negotiating table. How long
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| call this the silent close, and they all
| |
| | should I be willing to spend negotiating
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| learn it during the first week that they
| |
| | further to see how much of it I could
|
| are in the business. You make your
| |
| | get?"Have a feel for what your time's
|
| proposal and then shut up. The other
| |
| | worth. Don't spend half an hour
|
| person may just say Yes, so it's foolish
| |
| | negotiating a $10 item (unless you're
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| to say a word until you find out if he or
| |
| | doing it just for the practice). Even if
|
| she will or won't.
| |
| | you got the other side to concede all of
|
| I once watched two salespeople do the
| |
| | the $10, you'd be making money only at
|
| silent close on each other. There were
| |
| | the rate of $20 an hour for the half-hour
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| three of us sitting at a circular
| |
| | you invested in the negotiation. To put
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| conference table. The salesperson on my
| |
| | this in perspective for you, if you make
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| right wanted to buy a piece of real
| |
| | $100,000 a year, you're making about $50
|
| estate from the salesperson on my left.
| |
| | an hour. So, you should be thinking to
|
| He made his proposal and then shut up,
| |
| | yourself, "Is what I'm doing right now,
|
| just as they taught him in sales training
| |
| | generating more than $50 per hour?" If
|
| school. The more experienced salesperson
| |
| | so, it's part of the solution. If you're
|
| on my left must have thought, "Son of a
| |
| | aimlessly chatting with someone at the
|
| gun. I can't believe this. He's going to
| |
| | water cooler, or talking about last
|
| try the silent close on moi? I'll teach
| |
| | night's television movie, or anything
|
| him a thing or two. I won't talk either."
| |
| | else that is not generating $50 an hour,
|
| So then, I was sitting between two
| |
| | it's part of the problem.
|
| strong willed people who were both
| |
| | Here's the point. When you're
|
| silently daring the other to be the next
| |
| | negotiating with someone-when you have a
|
| one to talk. I didn't know how this was
| |
| | deal in front of you that you could live
|
| ever going to get resolved. There was
| |
| | with-but you're wondering if you could
|
| dead silence in the room, except for the
| |
| | hang in a little bit longer and do a
|
| grandfather clock ticking away in the
| |
| | little bit better, you're not making $50
|
| background. I looked at each of them and
| |
| | an hour. No, sir. No, ma'am. You're
|
| obviously, they both knew what was going
| |
| | making $50 a minute and probably $50 a
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| on. Neither one was willing to give in to
| |
| | second.And if that's not enough, remember
|
| the other. I didn't know how this was
| |
| | that a negotiated dollar is a bottom line
|
| ever going to get resolved. It seemed as
| |
| | dollar. It's not a gross-income dollar.
|
| though half an hour went by, although it
| |
| | So, the $2,000 that you may have conceded
|
| was probably more like five minutes,
| |
| | in seconds because you thought it was the
|
| because silence seems like such a long
| |
| | only way you could have made the sale, is
|
| time.Finally, the more experienced
| |
| | worth many times that in gross sales
|
| salesperson broke the impasse by
| |
| | dollars. I've trained executives at
|
| scrawling the word "DECIZION?" on a pad
| |
| | discount retailers and health maintenance
|
| of paper and sliding it across to the
| |
| | organizations (HMOs) where the profit
|
| other. He had deliberately misspelling
| |
| | margin is only 2 percent. They do a
|
| the word decision. The younger
| |
| | billion dollars worth of business a year,
|
| salesperson looked at it and without
| |
| | but they bring in only 2 percent in
|
| thinking said, "You misspelled decision."
| |
| | bottom line profits. So at their company,
|
| And once he started talking, he couldn't
| |
| | a $2,000 concession at the negotiating
|
| stop. (Do you know a salesperson like
| |
| | table has the same impact on the bottom
|
| that? Once they start talking, they can't
| |
| | line as getting a $100,000 sale.You're
|
| stop?) He went on to say, "If you're not
| |
| | probably in an industry that does better
|
| willing to accept what I offered you, I
| |
| | than that. I have trained people at some
|
| might be willing to come up another
| |
| | companies where the bottom line is an
|
| $2,000; but not a penny more." He
| |
| | incredible 25 percent of the gross sales;
|
| re-negotiated his own proposal before he
| |
| | but that's the exception. In this
|
| found out if the other person would
| |
| | country, the average profit margin is
|
| accept it or not.
| |
| | about 5 percent of gross sales. So
|
| So to use the Vise technique, Power
| |
| | probably, that $2,000 concession you made
|
| Negotiators simply response to the other
| |
| | is the equivalent of making a $40,000
|
| side's proposal or counter-proposal with,
| |
| | sale. So, let me ask you something. How
|
| "I'm sorry, you'll have to do better than
| |
| | long would you be willing to work to get
|
| that." And then shut up.During the
| |
| | a $40,000 sale? An hour? Two hours? All
|
| Vietnam War, Secretary of State Henry
| |
| | day? I've had many sales managers tell
|
| Kissinger asked an undersecretary of
| |
| | me, "For a $40,000 sale, I expect my
|
| state to prepare a report on the
| |
| | sales people to work as long as it
|
| political situation in South East Asia.
| |
| | takes." However fast-paced your business,
|
| The undersecretary worked hard on the
| |
| | you're probably willing to spend several
|
| paper and was proud of what he had done.
| |
| | hours to make a $40,000 sale. So, why are
|
| It was extremely comprehensive and bound
| |
| | you so willing to make a $2,000
|
| in leather with gold engraving. However,
| |
| | concession at the negotiating table? It
|
| Kissinger quickly returned it to him with
| |
| | has the same impact on the bottom line as
|
| the notation, "You'll have to do better
| |
| | a $40,000 sale if you're in a business
|
| than this. H.K." The undersecretary went
| |
| | that generates the typical 5 percent
|
| to work and dug out more information,
| |
| | bottom line profit.A negotiated dollar is
|
| added more charts, and sent it back to
| |
| | a bottom line dollar. You'll never make
|
| Kissinger. This time he knew that he'd
| |
| | money faster than you will when you're
|
| given birth to a true work of
| |
| | negotiating!So Power Negotiators always
|
| bureaucratic art. Again it came back with
| |
| | respond to a proposal with, "You'll have
|
| the notation, "You'll have to do better
| |
| | to do better than that." And when the
|
| than this. H.K." Now it became a major
| |
| | other person uses it on them, they
|
| challenge for him. He put his staff to
| |
| | automatically respond with the Counter
|
| work on the report around the clock,
| |
| | Gambit, "Exactly how much better than
|
| determined that it would be the best
| |
| | that do I have to do?"Key points to
|
| position paper that Kissinger had ever
| |
| | remember:o Respond to a proposal or
|
| seen. When finally he had put the
| |
| | counter-proposal with the Vise technique:
|
| finishing touches on it, he was reluctant
| |
| | "You'll have to do better than that."o If
|
| merely to send it to Kissinger, so he
| |
| | it's used on you, respond with the
|
| made an appointment and took it in
| |
| | Counter Gambit, "Exactly how much better
|
| himself. As he presented it he said, "Mr.
| |
| | than that do I have to do?" This will pin
|
| Kissinger, you've sent this back to me
| |
| | the other person down to a specific.o
|
| twice. My entire staff has dedicated the
| |
| | Concentrate on the dollar amount that's
|
| last two weeks to this report. Please
| |
| | being negotiated. Don't be distracted by
|
| don't send it back again. It's not going
| |
| | the gross amount of the sale and start
|
| to get any better than this. This is the
| |
| | thinking percentages.o A negotiated
|
| best I can do." Kissinger calmly placed
| |
| | dollar is a bottom line dollar. Be aware
|
| it on his desk and said, "In that case I
| |
| | of what your time is worth on an hourly
|
| will read it."A client called me up after
| |
| | basis.o You'll never make money faster
|
| a Secrets of Power Negotiating seminar
| |
| | than you will when you're Power
|
| that I had conducted for their managers
| |
| | Negotiating.Roger Dawson
|
| and told me, "Roger, I thought you might
| |
| | Founder of the Power Negotiating
|
| like to know that we just made $14,000
| |
| | Institute
|
| using one of the Gambits that you taught
| |
| | 800-932-9766
|
| us. We are having new equipment put into
| |
| | Dawson is the author of two of
|
| our Miami office. Our standard procedure
| |
| | Nightingale-Conant's best selling
|
| has been to get bids from three qualified
| |
| | audiocassette programs, Secrets of Power
|
| vendors and then take the lowest bid. So
| |
| | Negotiating and Secrets of Power
|
| I was sitting here going over the bids
| |
| | Negotiating for Salespeople. This article
|
| and was just about to okay the one I'd
| |
| | is excerpted in part from Roger Dawson's
|
| decided to accept. Then I remembered what
| |
| | new book - "Secrets of Power
|
| you taught me about the Vise technique.
| |
| | Negotiating", published by Career Press
|
| So I thought, 'What have I got to lose?'
| |
| | and on sale in bookstores everywhere for
|
| and scrawled across it, 'You'll have to
| |
| | $24.99.
|
| do better than this,' and mailed it back
| |
| |
|
