Part 3: Hope Tactics
You say HOPE, he says GREED. Either way, there’s some real optimism in the air. Hope tactics point the conversation towards the most positive, top-line-growin’ scenarios imaginable. If you’re selling hope, then you want to keep your approach happy, big-picture, and super-confident.
Power makes him think he has no alternatives – fear makes him feel that all his alternatives are worse. Appropriate use of hope tactics makes him think that he’s lucky to have you. There’s a fortune on the other side of that wall, and you are the guy to navigate and open doors for him.
Hope-Greed tactics are usually intended to focus the negotiation on variables that will increase the size of the total deal and/or the counterparty’s profits. If you are fortunate, these tactics may get him to reveal his optimistic goal and collaborate with you to make it happen. Less positive but still useful is when they push back to tell you what can go wrong – in other words, what they’re afraid of.