The salami is a tactic based on the idea that, "What's mine is mine and what's yours is still negotiable." This takes small slices of your position little by little, and you look unhelpful if you say "No." But it all adds up. When you suddenly realize that quite a bit is already gone, you can stop the rot and trade each new slice for an existing one; fight back and say, "If you want X, then you'll have to give us Y;" or take the whole deal back off the table.
- The next tactic is the Salami.…This is a slightly more complicated tactic…with a bit of an odd name,…but it can work really well if you plan it,…and you certainly have to be very careful…that it's not used against you,…as it can be very expensive.…It's called the Salami because people eat salami…in thin slices, and the person using the tactic…takes thin slices off the other person,…just asking for small concessions,…one after another.…Gradually, bit by bit, most of the value is taken off…the other person before they realize.…
Even if they realize, it's hard for them to object,…because the slices are only small each time,…so they look almost mean not letting the salami slicer…have just one more thin slice.…Here it is in action.…I'm being well and truly salamied by Lily.…Note how she attacks on multiple fronts,…and then each thing I concede she takes,…but she still wants concessions in the other areas.…She swaps between areas, asking for more and more,…and all I do is concede.…
- Chris, the course looks great,…but there's a few things we'd like to change.…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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