Career Negotiation, Negotiating in Life July 24, 2009

Use A Bogey

In a crunch?

Use a bogey We recently discussed the “Krunch” tactic, where we negotiate by asking the seller to “do better” on price. The Bogey tactic is in some ways, a variation of the “Krunch.” It goes like this: You are negotiating to buy bathroom tiles, and the seller offers a truckload at $5,000. You say you have only $4,200, which is what your budget allowed and can write a check in that amount right now. The key is that, you, the buyer must make the offer (and the constraints) believable. You are appealing to the seller’s desire to work with you, to help you meet your budget.

What the bogey tactic does is start the search for a better deal. The bogey gives sellers a chance of showing what they know about their products, and what is included beyond the price offered. It may result in a better price or perhaps just a better understanding of what you are getting.

Dr. Chester Karrass says that the bogey should always be considered when purchasing complex products or services. The seller is motivated to help the buyer to resolve the problem, so the negotiation becomes cooperative instead of competitive.

Karrass advises salespeople to be prepared for a buyer’s bogey:

  1. Have alternate packages available before entering the negotiation.
  2. Make sure you know who makes the final decision and who is actually paying the bills.
  3. Stand firm.

Bogeys can be used by both sides of a negotiation.

Salespeople use what is called a seller’s bogey, where they say: “I’d love to close this sale, but we need to resolve a few issues first,” and then proceed to add some terms and conditions such as full payment upfront, minimum order amount, delivery time, etc. In the end, a seller’s bogey, may help increase the size of an order, close a sale, eliminate competition or mine information about what the buyer really wants.

Have you successfully used a bogey tactic?

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
Contact US
[email protected][email protected]+1 323 866-3800
SEMINARS
About Us
AboutDR. CHESTER KARRASSGARY KARRASSFAQGLOSSARYPRIVACY POLICYBLOG
QUICK LINKS