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Padding
Disciplines > Negotiation > Negotiation tactics > Padding Description | Example | Discussion | See also
DescriptionAdd in requirements to your initial position that you do not really need. Then later, when you need to concede in order to get something you want, give away this 'padding'. Do not do this lightly. Act in the same way as if you were conceding something you really want. You can pad on any variables or individual items or even some combination. Be ready to justify why you want these things. Beware of including what you cannot reasonably justify. ExampleI must have this done by the end of the week...well, ok, I'll accept it next Friday if you include a full specification. My wife said it must be red...Well, I'll take the green one, but only if you include the full insurance package. I guess I'll have to think about what to say to Jean... I need a meeting room for twenty people...Well, I guess I'll have to stop Jim and Mary from coming. Coffee is included in that price, isn't it? DiscussionYour initial position is often taken as what you really want, and that its entire contents are at least very desirable to you. When you concede from this, then is is assumed that you are giving away something that you would rather have. In order to work, padding has to be credible. If it is suspected that you are deliberately padding then all of your requirements will be suspect and open to challenge. See also |
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