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Tactic # 77- The Decoy
Summary: Making a big issue of something
unimportant in order to gain a concession that matters more.
With The Decoy, you make
a big issue of something you don’t care much about when you are really
after something else more important to you.
Example
You are buying a new copier and you strike a deal. The only option the
copier does not have is the ability to collate documents, which the
dealer agrees to install for you. When you are getting ready to sign the
papers, the dealer informs you that it will take a month to get the
copier ready and the collating feature installed. Although the time
frame is not that important to you, you make a big issue of it, hoping
that the dealer will make another price concession. In fact, you even
tell the dealer you will go somewhere else if he cannot make the long
wait worth your while.
Counter
If he suspects your motives, the dealer can utilize Uncovering the
Real Reason to expose your tactic. Other options are Apparent
Withdrawal and These Boots Are Made for Walking.
Ask the
Negotiator
Dear Master Negotiator,
I applied for a job and listed the salary I wanted. During the
interview, my interviewer told me that he would give me the salary that
I asked for (at that time I didn't say anything). I realized later
that the working hours are 8 hours more (i.e., 48 hrs. as compare to 40
hrs. week) and the salary is less than I am currently making. Can I
still negotiate even though I have already received the offer letter?
Thank you,
Shambil
Dear Shambil,
You are right to have second thoughts about the salary of your job
offer. It’s a great example of agreeing to one thing, and then more
fully understanding the facts and regretting the decision later. We
would advise:
1. Find out what the fair market wage is for a similar job. Divide the
wage by the number of hours worked to determine an hourly wage.
(Ideally, if you can get a realistic hourly wage from a competitor, you
will be well armed with facts when you attempt to renegotiate the salary
offer.)
2. Using the information you gathered in step one, determine what your
dream, or ideal salary would be for this job. This is where you will
begin your salary negotiation with the interviewer. Then, if you can’t
get your ideal salary, determine what you’d be satisfied with and would
accept. Finally, determine what you bottom line is.
3. When you get your offer letter from the employer, ask to speak with
the interviewer again. In the meeting, state that when you agreed to the
salary, you didn’t fully understand that that would be for a 48 hour
week, not a 40 hour week.
4. Using the information you gained in step one and two, ask if the
employer would consider a percentage increase or a specific dollar
amount increase. Be prepared to counter the offer, again using the
research gained from steps one and two.
If the employer won’t agree to an increase you have two choices:
1. Accept the job offer as it stands
2. Decline the offer using the tactic of “These Boots are Made for
Walking.”
We wish you all be best in your negotiation!
Peter and Jane
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
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challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge (please put Negotiation Challenge in the subject
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To view the latest issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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