Strategic Negotiation: The Power of the “Closing Accusation”

Host: Philip Brown, Founder of The Negotiation Club

Guest: Mike Inman Negotiation Trainer of TableForce

“The most important thing in communication is hearing what isn’t said.” - Peter Drucker:

Episode Overview:

In the latest episode of The Negotiation Club Podcast, Phil Brown sits down with Mike Inman to delve into a standout technique that Mike utilised during a taster session at The Negotiation Club. This episode is a treasure trove of insights into the nuances of negotiation practice and strategy.

Spotlight on Mike Inman’s Technique

Mike Inman’s approach caught Phil’s attention due to its strategic finesse and practical effectiveness. During a negotiation practice, Mike successfully moved the other party’s position by focusing not just on empathy but on anticipating the other party’s next move. Mike emphasises the importance of understanding the other party’s BATNA (Best Alternative to a Negotiated Agreement) to maximise the available value in a negotiation.

The Critical Moment

The episode highlights a crucial moment in the practice session where Mike was negotiating with a lady representing a seller. She had lowered her offer to £538. Mike’s pivotal move was to ask;

“So for £532 you would walk away?” and then purposefully go silent.

This silence, as Mike explains, is a powerful tool to gauge the other party’s reaction. The absence of outright rejection and the lady’s summarising response indicated that the position was negotiable.

Analysing the Technique

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Describing this technique isn’t straightforward, as it incorporates several elements:

Closed Question: The question posed by Mike was direct and specific.
Minor Movement: The slight reduction in the offer (£6) was strategic.
Use of Odd Numbers: Psychological pricing often employs odd numbers to appear more precise and less arbitrary.
Silence: Crucial for observing and listening acutely to the other party’s response.
Observation: Understanding subtle cues and reactions to determine flexibility in the position.

Phil Brown adds that there was a subtle undertone of incredulity or mild accusation in Mike’s question, suggesting disbelief that such a small amount could be a deal-breaker.

Avoiding Repetition

Mike also stresses the importance of not overusing any single tactic. Repetition can make a negotiator’s style predictable and less effective. He advocates for a versatile approach, likening a skilled negotiator to a carpenter who knows how to use every tool at their disposal. This aligns perfectly with The Negotiation Club’s ethos of learning and practicing a wide array of techniques to ensure adaptability and proficiency in real-world negotiations.

Introducing the “Closing Accusation” Card

In line with our commitment to providing practical resources, we have created a unique podcast negotiation card for this episode, titled “Closing Accusation.” This card includes a detailed explanation of the technique and is designed to help you practice and master it. Club members and podcast listeners can access this card, along with more in-depth insights, on our website.

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