Kuliah Negosiasi : Menawar

Summary

This video teaches an advanced negotiation technique aimed at securing deals below market price. By starting with an initial offer significantly lower than the market value and incrementally increasing the offer in specific steps (65%, 20%, 10%, 5%), the negotiator creates the illusion of having exhausted all options. By adding unwanted items or using psychological tactics like empathy, the negotiator manipulates the buyer's perception, making them feel they have won, even as they accept a lower price. This strategy, while effective, relies on emotional manipulation and is best used ethically.

Takeaways

• 😀 Know your target price and the market value of the item before starting negotiations.
• 😀 Start with an offer that’s 65% of your target price to create room for negotiation.
• 😀 Increase your offer incrementally: 20% after the first rejection, 10% after the second, and 5% after the third.
• 😀 Use psychological tactics like offering seemingly undesirable items to make it seem like you're at your limit.
• 😀 Apologize for your low initial offer to invoke empathy and soften the negotiation atmosphere.
• 😀 Create the illusion that you are 'all in' by making your final offer an awkward, odd number.
• 😀 Add emotional influence throughout the negotiation to make the seller feel positive and in control.
• 😀 Use empathy and gratitude to create a favorable emotional dynamic and encourage the seller to lower the price.
• 😀 Make the opponent feel like they’ve won with each small concession, boosting their willingness to accept your offer.
• 😀 The final offer should seem like the maximum you can pay, thus pressuring the opponent to accept the deal.
• 😀 The technique relies on the seller feeling they’ve achieved a small victory, which leads to them agreeing to a lower price.

Q & A

What is the core negotiation strategy discussed in the script?

The core strategy involves starting with a low offer (65% of the target price), then incrementally increasing the offer while creating psychological pressure on the seller by using uncomfortable numbers and offering unwanted items. The goal is to make the seller feel they are winning, ultimately leading them to accept the deal.

Why is it important to start with 65% of the target price in this negotiation strategy?

Starting at 65% of the target price sets a low base that allows room for negotiation. It also triggers curiosity and psychological pressure on the seller, making them wonder about the buyer’s true intentions and forcing them to engage more actively in the bargaining process.

How does empathy play a role in this negotiation technique?

Empathy is used to acknowledge the seller's feelings and make them feel understood. By apologizing for offering a low price or acknowledging their disappointment, the buyer can soften the emotional response of the seller, which keeps the negotiation process moving forward.

What psychological effect does using numbers that are 'uncomfortable' (e.g., 1,000,500) have on the seller?

Using uncomfortable numbers creates an illusion of finality and scarcity. It suggests to the seller that the buyer has reached their absolute limit, thus prompting the seller to feel that they have won or that there is no more room for negotiation, which can make them more willing to accept the deal.

Why does the buyer introduce an irrelevant item (like a t-shirt) towards the end of the negotiation?

Introducing an irrelevant item, like a t-shirt, serves to make the seller feel as though the buyer has exhausted all resources and is offering everything possible to close the deal. This gesture plays on the seller's emotions and can make them feel obligated to accept the deal, as they believe they are getting extra value.

How does creating the illusion of 'all-in' help the buyer in the negotiation?

The 'all-in' illusion, created by offering uncomfortable numbers and irrelevant items, makes the seller believe that the buyer has reached their final offer. This can lead the seller to feel they have won or gotten the best possible deal, encouraging them to accept the offer to avoid losing the opportunity.

What should a buyer do when the seller rejects the initial offer?

When the seller rejects the initial offer, the buyer should incrementally increase the offer in small steps (20%, 10%, then 5%). This keeps the negotiation moving while maintaining psychological pressure, making the seller feel that they are getting closer to the buyer’s limit.

How does the strategy leverage the seller's need to 'win' the negotiation?

The strategy exploits the seller's psychological desire to feel they are winning by framing the increasing offers as a concession from the buyer. As the buyer raises their offer, the seller perceives it as a victory, which may lead them to accept the deal even if the final price is still below their expectations.

What does the buyer do if the seller pushes for an even better deal after the final offer?

If the seller continues to push for a better deal after the final offer, the buyer can either add more irrelevant items or increase the price slightly with an uncomfortable figure. This reinforces the perception that the buyer is at their absolute limit and forces the seller into a moral dilemma, leading them to likely accept the offer.

What ethical considerations should be taken into account when using this negotiation strategy?

While the technique can be effective, it relies on psychological manipulation and could be seen as ethically questionable in certain contexts. The buyer must evaluate whether using such tactics is appropriate, particularly when dealing with vulnerable parties or situations where fairness and transparency are valued.