Negotiation Tactics

            We’ve seen the car you want on the lot. The salesperson has been dogging you, spouting the merits of this car or that. You take the one you’re most interested in out for a test drive with the salesperson riding in the back seat, singing the praises. When it’s time to buy, the salesperson offers one price, you go under. Negotiations ensue.

            You interview for a job that you have all the skills for. You expect a certain salary, the PR officer offers a lower one. You drop your expectations a tad, but ask for benefits to make up the difference. Negotiations ensue.

            There are many scenarios in which haggling takes place. How you enter the fray says a lot about who you are. For example, if you personify the injured party, you might not get what you want. On the other hand, if you come off too aggressive, then nothing will go right.

            Your task is to write a story in which negotiating plays a major role. First establish the setting, including the where, when, why and what for. Make it something large enough that it truly matters. It needs to have value, either in terms of money or social status.

            Dialogue will be critical as readers will need to be there as the bargaining takes place. Remember to include emotional reactions, such as facial expressions, body posture, words chosen.

            Does your character win the negotiations or not? Witnessing someone be a sore loser might have more emotional impact than watching him succeed.

            Have fun with this one.

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