Regret

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Identification

Studies show that mentioning regret is an effective tactic[xvi]. This personal tactic is effective if there is doubt on the part of the negotiator on whom it is used. They will second guess themselves and agree to take (or not take) an action.

Example

An example is one we may have heard, “This is a once in a lifetime opportunity. You will regret not getting into this house by taking the seller’s offering price.” Or, “If you don’t do this now, you will compromise the company and wish to take your decision back.”

Solution

To combat this tactic, know your requirements going into the negotiation so that you do not doubt yourself. If you want to entertain the regret, simply ask why the deal is truly a rare interaction. We live in a period of relative peace and abundance, and there is not a lack of opportunities. Alternatively, disregard or turn it around. Mention how you won’t regret the position you hold.

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