Chapter 31

The Decoy Tactic

If you remember, the coupling tactic is when you combine one of your “give” points (something you’d like, but can do without) with one of your “must” points (something you’ve got to have) and represent them as a package deal to build negotiation flexibility. You really eventually plan to concede on your “give” point to get your “must” point. Even though you’re willing to let your “give” point go, both your “must” and “give” points are actual negotiation objectives you have.

Not so with the decoy tactic. With this tactic, the other side either makes up a phony issue or forcefully presses an issue they really don’t care about to distract you from the real issue. They’ve also created a false issue they can later “give ...

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