Principles for Implementing Golden Rule No. 5
Deploy Preclosure Techniques
In particular, this involves conditional commitment questions: “If we reach an agreement on this issue, can I count on your final agreement today?” Such techniques allow you
- to ensure that there will be no other points of disagreement to negotiate over,
- to ensure that you are dealing with someone who is able to make a decision (unless this crucial issue has been confirmed in advance),
- to “seal” the deal.
In practice, your counterpart is placed in a tricky situation in which, if she answers no or maybe to the question posed, she loses almost any chance of achieving a satisfactory outcome; if she answers yes, she is obliged to agree to a deal.
So how do you deploy these ...