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Tactical Tuesday:  Why?  (Aka: Tell Me More...)

Posted by Andrew Hupert on Sep 12, 2017 9:10:00 AM

Why?  AKA:  Tell me more.  Please explain.  That’s interesting.

Description:  A non-threatening, neutrally phrased Why? in response to an aggressive proposal or emotional trigger is just what you need to get a contentious negotiation back on track.  It’s not a challenge.  It should come across as a genuine(ish) inquiry.  You want to understand this new proposal.  Totally innocent and non-

Sample Usage:  “That’s interesting, Bob.  Honestly, I hadn’t even considered reinvesting the partnership's profits for 5 years.  Can you explain the logic behind that?”

Intent:  Buy time, gain information.

Style:  Best with Collaborative or Accommodative, but works with any style.

Counter:  Benchmarking, Big Story,   (take the Why? as an opening to reframe your position).

FlashMBA's Negotiators Toolkit

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Topics: Tactical Tuesday, Tactics, killer negotiating tactics, countertactics, counter-tactic, why

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.

Remember:

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

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