In Focus: Black Friday Negotiation Strategies

In Focus: Black Friday Negotiation Strategies

Let’s reflect on Black Friday and the shopping extravaganza of the year by focusing on a crucial aspect: Single Issue Negotiations. How do you navigate a negotiation when the other party insists on fixating on just one issue?

Unleashing the power of Multi-Issue Negotiations

Skilled negotiators transcend the one-dimensional battleground of price by introducing multiple issues into the conversation. This strategic move transforms the negotiation into a collaborative dance, uncovering differing preferences that can spark concession exchanges with low costs and high values. It's time to elevate your Black Friday game with these proven strategies:

Say “Yes” to Possibilities, not “No” to Price. Instead of shutting down negotiations with a flat "no", respond with a conditional "yes". Imagine purchasing a new fridge on Black Friday. Rather than rejecting the price outright, say "yes" on the condition that it includes an extended warranty and free delivery. Watch as the negotiation field expands, creating new issues such as loyalty programs and referrals. Now the deal can be bundled and the discounts packaged in ways that leave both parties victorious.

Flexibility is Key. Negotiations are dynamic, not static. A "no" today might transform into a "yes" tomorrow, especially when dealing with a salesperson who might have surplus inventory post-Black Friday. Keep your timeline flexible and adapt to changing circumstances.

Craft Competitive Alternatives. Arm yourself with competitive alternatives, using them as leverage for matching prices or, if necessary, walking away. Remember, the power of negotiation lies not just in the deal but in the options you hold.

Self-coaching tips

  • Leverage competitive alternatives by opening first. This will capitalise on the anchoring effect to set reference points in your favour.
  • Shape how the negotiation is managed by carefully framing and sequencing issues, who is involved, and the optimal timing.
  • Next Black Friday, rise above the ordinary and embrace the art of negotiation to transform single-issue standoffs into multi-dimensional victories. 


Avoiding Buyer's Remorse: Knowing when to close

Breaking Deadlocks: AFL resolves stalemate

Changing Perceptions: Shane Warne recalls advice

Collaborating to Create Value: Power to the people

Coping Strategies: Managing difficult Negotiators

Creating Alternatives: Flying fresh milk to China

Creating Points of Influence: Russell Crowe gets his leading lady

Cultural Differences: SONY Walkman designed for harmony

Defining Fairness: US German trade negotiations

Difficult Conversations: Thalidomide sufferers seek empathy

Elon Musk: When to negotiate

Engaging the Enemy: US and Taliban peace talks

Finding Common Ground: US Firearm reforms

Gun Tragedies: We hear you

Hostage Negotiations: A frontline perspective

Identity Needs: Tobacco now a nobody

Influencing Timelines: The brave new world of regulators

In Focus: Black Friday Negotiation Strategies

In Focus: Negotiating Roles

In Focus: Winning Together

Leadership Without Authority: Reducing domestic violence

Managing COVID-19 Renegotiations

Managing Power Imbalances

Managing Uncertainty: New freeway gets a red light

Measuring Negotiation Costs

Mindsets: It’s a choice!

Negotiating Teams & Coalitions

Negotiating with Agents

Negotiation Preparation: Prime Minster wins election

Negotiation Styles: Managing aggressive behaviours

Price Haggling: Strategies to position value

Problem Solving: Calm in the cockpit

Problem Solving: Delivering outcomes

Restoring Relationships: Saying sorry

Setting the Scene: Automotive executives fly into a storm

Shaping Mindsets: AVIS We try harder

Taylor Swift: Giving others a voice

The Authentic Negotiator

The Power of Language: A statement or a question?

Timing Concessions: Bangladesh factory tragedy

Traits of Skilled Negotiators: Nelson Mandela

Verifying Trust: World soccer cup and gulf of Mexico oil spill