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Tactical Tuesday: After You (Wait at the Altar)

Posted by Andrew Hupert on Jan 3, 2017 9:57:37 AM

AKA: Wait at the Altar

You make / force your counter-party to make the first offer. The disadvantage is that he now has the opportunity to anchor  the discussion around his high value opening position. The advantage is that you now have his opening position on which to base your negotiation. You are getting information, but not without cost. Once he anchors the tendency is for you to accept his proposal as the benchmark. You are giving up power.

Intent: Gain information; force him to commit to a value range.

Strategic Planning for Negotiators:  Mind the Gap

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Topics: anchor, Negotiation, Tactical Tuesday, Tactics, Wait at the Altar, negotiation plan

Something Powerful

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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.

Remember:

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

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