Eastern Logic Flaw, Negotiations

POOLMANinCT

a friend of mine told me about an article. the piece was about negotiations.

it offered a good insight, that really struck home.
the jist of the article was the difference between eatern & western world negotiation tactics. and why eastern world small businessmen, are better negotiators.

1. we are "locked" in to thinking in increments of 5 & 10s.

ex; start negotiations at 1000, prospect asks for 85, throw 95 back at them.... so on

the eastern negotiator would throw 98.66$ and so on....

when I get my hands on a copy ill post....
ray

__________________
......Less with the jaw & More with the paw.....

MKamis

I've started to become morre aware of this too. There is a reason that retail stores sell at $XX.99 instead of a rounded number. Create the image of the first number being small, and the numbers that follow are usually ignored.

Would you feel better paying $10,000 for a service, or $9,985. It even looks easier to swallow in print.

If you do line item estimates and add $3.65 to 30 lines in the proposal, it looks small, but is over $100. Next, try adding $36.50 to all 30 lines, etc.

POOLMANinCT

well said!

Would you feel better paying $10,000 for a service, or $9,985.

why not make that 9985$
---- 9988$, that's the "trap of 5s & 10s"

ray

__________________
......Less with the jaw & More with the paw.....

dirt diggler

that'd be a good article

PressurePros

Just throwing this out as food for thought.

Is it a trap? If one goal in a negotiation is to comfort your opponent, then using that which is familiar to him serves that purpose. Being overly analytical I can also see the advantage of knocking someone off guard by utilizing this technique. I hope you can find the article.

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Ken Fenner
Pressure Washing PA
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