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Tactical Tuesday:  Bait and Switch (Aka: Too good to be true.)

Posted by Andrew Hupert on Oct 10, 2017 9:10:48 PM

Bait and Switch

AKA:  Fine Print, Too Good to be True

Description:  He thinks he is negotiating for what’s behind “door #1”, but at the last minute you swap in a more advantageous variable (for yourself).

Intent:  Manipulate value by swapping variables in a way favorable to you.

 Sample Usage (Alvin and Bob):  “Bob, I don’t understand what you’re talking about.  We agreed that the StorageWorld contract would be split according to the new partnership.  Now you’re telling me that I’m supposed to do this at the old contract rate?”

      “I know, Alvin.  It’s not ideal, but they moved up the schedule and  decided we have to work with the existing templates that Simmons signed off on.”

      “But what about all the work I’ve done?  I never would have agreed to drop all my other projects to focus on StorageWorld if I had known we were just treating it as another short-term contract.”

      “Alvin, it’s unfortunate, but this is the deal on the table.  We can still turn this into a solid win, but we have to buckle down and get our final designs in by next Wed.  If we can clear this last hurdle, we’ll be back on target.  This doesn’t affect our long-term plans, but right now  we have to work together.”

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Topics: Tactical Tuesday, Tactics, killer negotiating tactics, Bait and switch

Something Powerful

Tell The Reader More

The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.


  • Bullets are great
  • For spelling out benefits and
  • Turning visitors into leads.

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