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(continued from page 15) They seat you in
an uncomfortable chair, you’re forced to look at the buyer who is sitting in
front of a bright window so that you can’t see properly, your chair is too low,
all of these are tricks that occasionally buyers will try to use, in the belief
that it gives them an advantage. And you know what - it will give them an
advantage if you don’t recognize what’s going on, because you will be
uncomfortable and thrown off stride. As we point out in our negotiation skills programs, once you recognize that they are using these tactics, you have two choices. Either you can decide to live with it and ignore it, or you can physically move or make some other adjustment so that you are no longer uncomfortable. For example, if you can’t see the buyer because of the bright window in back, pick up your chair and move it. If the buyer has the nerve to ask you why you did that, simply explain that you couldn’t seem him. Seldom if ever will the buyer say, “that was what I wanted.” Every once in a while you find a buyer with a real sense of humor. One sales person told me that he was in a buyer’s office trying to make a sale and was seated in the only chair in the office other than the one that the buyer herself was sitting in. And unfortunately, his chair was underneath one of the those massive hanging plants. No matter what he did, he couldn’t seem to get disentangled from the plant, so finally he simply picked up the chair, moved it to the side and sat back down. Whereupon she said to him, “Congratulations. You just passed my wimp test.” A good negotiation seminar pays for itself instantly.
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