Scarcity

This content is for Premium Plus and Premium members only.
Log In Register
Print Friendly, PDF & Email

Identification

Scarcity is the authority of a purported market data point. “There is not enough,” “While supplies last,” etc. It is a fact of negotiation behavioral science that people want things that are scarce: gold, diamonds, tickets to graying and fraying rock bands; so act now while supplies last!

Example

For example, this tactic is used when someone says, “There are few organizations (or products) left like ours. In fact, the way we service and package them is totally unique, and we have high approval ratings from those who know what they are doing.” And the golden chestnut, “buy now as we only have a few left.” Amazon uses this in their e-commerce engine with abandon as seen below[1].

Solution

Counter this tactic by telling of abundance, the existence of a market which responds to demand. This will generally be true for any product manufactured in volume.

Search Tactics

Tactics Engine

Tactics Engine Main Page