Start with No: The Negotiating Tools That the Pros Don't Want You to Know by Jim Camp

Author:Jim Camp
Language: eng
Format: epub
ISBN: 0609608002
Publisher: Published July 9th 2002 by Crown Business
Published: 2014-12-06T16:00:00+00:00

The Positive Strip Line

Now, the positive strip line is just that: a way to bring the adversary back toward a more neutral position from a position that's too positive—yes, too positive. The well-trained car salesman puts a slight damper on his customer's excitement over the black car by saying, "Black is a powerful color for a sports car, but it sure shows the dirt. It'll take work." This brings the positive adversary closer to neutral and at the same time urges him to validate his own enthusiasm for the color black—his vision of the color black. He replies, "Yeah, but if I buy this car, keeping it clean will be a pleasure."

Workshop students have said to me at this stage of my spiel, "You must be kidding." Hardly. In all honesty, I could not name one instance in which a positive strip line ever backfired. It just never backfires. To believe that it might is to misunderstand human nature and your purpose as a negotiator.

The lightest possible strip line is used to bring the adversary back toward neutral almost as the icing on the cake. It controls any neediness of your own, reinforces the adversary's right to say "no," lets the adversary be okay, and gets you deals that stick. Believing that the positive strip is dangerous reveals that you're stuck in a "rush to close" mode. Remember, everything hinges on your adversary's vision. You want to do everything you can to build that vision. The positive strip line does just that, as you will learn the minute you put this fuel into practice.

"Before you sign this deal, are you sure this is something you really want to do?"

"Yes, I've thought about it a great deal and it makes perfect sense."

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