Back to Course Buyer TYPES & TACTICS 0% Complete 0/0 Steps Spartan Negotiation 1 Topic Spartan Negotiation Introduction Copy Buyer Types 4 Topics Buyer-Negotiator Types Red Zone, Green Zone, Blue Zone Buyers Managing Buyer Tactics Prevention Hard Negotiator Tactics 12 Topics Hard Negotiator Tactics 1. Price Pinch 2. Competition 3. Demands & Delays 4. Control & Intimidation 5. Cost Breakdown 6. Ridiculous Offer 7. Pretended Anger 8. Salt & Pepper 9. Good Guy, Bad Guy Hard Negotiator: Match That Tactic! Hard Negotiator: Role-Play Calculating Buyer Tactics 12 Topics Calculating Buyer Tactics 10. Surprise 11. The Maze 12. Trophy Sale 13. Budget 14. Selective Memory 15. Silence 16. Start Over 17. Fait Accompli 18. What If... Calculating Buyer: Match That Tactic! Calculating Buyer: Role-Play Soft Bargainer Tactics 13 Topics Soft Bargainer Tactics 19. Sunshine 20. Fairness 21. The Ask 22. Sympathy 23. Third Party 24. Assumptive Assertions 25. Ambiguous Authority 26. No John Hancock 27. Nibbling Soft Bargainer: Match That Tactic! Soft Bargainer: Role-Play Buyer Tactics Review Spartan Negotiation Review 1 Topic Spartan Negotiation Review Lesson 7, Topic 1 In Progress Maintain Power Copy Patrick Henry Hansen May 24, 2021
