"counteroffers" - 1 õppematerjal

Cialdini raamat

seen as unreasonable, the tactic backfires (Schwarzwald, Raz, ~ Zvibel, 1979). In such cases, the party who has made the extreme first request is not seen to be bargaining in good faith. Any subsequent retreat from that wholly unrealistic initial position is not viewed as a genuine concession and, thus, is not reciprocated. The truly gifted negotiator, then, is one whose initial position is exaggerated just enough to allow for a series of small reciprocal concessions and counteroffers that will yield a desirable final offer from the opponent (Thompson, 1990). I witnessed another form of the rejection-then-retreat technique in my inves- tigations of door-to-door sales operations. These organizations used a less engi- neered, more opportunistic version of the tactic. Of course, the most important goal for a door-to-door salesperson is to make the sale. However, the training pro- grams of each of the companies I investigated emphasized that a second important