Reply: 3.1.2.1
From: Duncan M
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> That printed price list is one of the developers favourite negotiating
> tools. Sales people love having things written down as people believe
> what's on the paper.
Herb Cohen in his book "You can negotiate anything" describes this tactic.
There's been so many times I've heard, or been told by a Real Estate Agent
"It's just the standard contract!", as I question a clause or raise issues
on other points.. I dont know what it is but most peoples reaction to being
told its a "standard contract" is almost always "Oh! A standard contract!
Why didn't you tell me earlier, I'll sign it now I know that"..
When negotiating don't ever let someone brush you off with a price list, a
"its our policy", or a "its just standard".. Its a tactic that seeks to
bring legitimacy to an issue and to pressure a party into believing that
something is immutable when its not.
Duncan.
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<TITLE>RE: Negotiating Questions</TITLE>
> That printed price list is one of the developers =favourite negotiating
> tools. Sales people love having things =written down as people believe
> what's on the paper.
Herb Cohen in his book "You can negotiate =anything" describes this tactic. There's been so many times I've =heard, or been told by a Real Estate Agent "It's just the standard =contract!", as I question a clause or raise issues on other =points.. I dont know what it is but most peoples reaction to being told =its a "standard contract" is almost always "Oh! A =standard contract! Why didn't you tell me earlier, I'll sign it now I =know that"..
When negotiating don't ever let someone brush you off =with a price list, a "its our policy", or a "its just =standard".. Its a tactic that seeks to bring legitimacy to an =issue and to pressure a party into believing that something is =immutable when its not.
Duncan.
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