Winning at all Costs: Soviet Style | Emotional Tactics ( Part 4 )

Good day Readers, Welcome again as we are discussing Emotional Tactics: Soviet Style, I want all my Readers know that This Tactic is the Most Important Part of Negotiation.
Why do People use these Emotional Maneuvers?
Because they work! They succeed if we don’t recognize what’s really happening. We say to ourselves, “Oh, That’s just the way he/she is. they can’t help it.“
As if they were born with a Manipulative Chromosome. Certainly most people do not plan to stage these ploys. They unconsciously revert to successful Proven Techniques to maintain the upper hand. Yet there are some who use compassion and guilt as part of their regular repertoire.
I once heard about an office products salesman who perfected an Emotional Tactic to a virtual science. When making his sales calls he kept a running stop watch in the left pocket of his shirt, under his suit jacket. 
this congenial seller spoke virtually nonstop from the time he got in the door. When he sensed he was losing the potential sale, he would stand up and approach the customer, ostensibly to say goodbye. Looking downcast and depressed he would pause during a prolonged handshake.
Because of their close proximity and the prevailing silence, the prospective customer could now hear a slight clicking sound, “Tic-tic-tic-tic.” Hearing the ticking, the customer would usually say, “ What’s that noise?“
After pretending surprise, the seller would tap his heart and say, “Oh it’s only my pacemaker. By the way, might I disturb you for a glass of water?“
From what I heard , he always got the water and usually made the sale thereafter. The person who told me this story was one the victims of this tactic. As he put it, “ It was a Hole puncher, a Stapler, and a Calculator later before I realized that pacemakers don’t make Noise.“
Most of us question this behavior on Ethical Grounds. I present it not to be copied or condoned, but to be understood. Yet when the guilt Tactic is modified to eliminate the obvious Lie and is used in the service of High Ideals, it is often Applauded.
Mahatma Gandhi is generally revered as a Practitioner of Non-Violence, but his Tactical means were just a variation of the old guilt ploy. What this Emaciated Ascetic was really saying to Great Britain was, “ If you don’t give Independence to India, I’m going on a Public Hunger Strike. Each day I will deteriorate further, and the blame for my death will be upon your soul.” 
His ends may have been lofty, but the means are just the good old-fashioned Guilt-Giving Tactics. They ultimately worked, stirring the world conscience and forcing England to change her colonial policy.
Why have I Elaborated so much on these Soviet – Style Emotional Tactics?
Not because I want you to use them, but because i want you to recognize them, so you won’t be hoodwinked. A familiarity and understanding of even the most shady means will not corrupt you. Mere Knowledge, Plus Motive, Plus Action. Unmistakably, I am advocating recognition and not adoption.
Remember that a Tactic that is Identified for what it is – A Tactic that’s seen through- is ineffective. your opponent may have a handgun, but it is now without cartridges. In brief , A Tactic Perceived is not Tactic!
What happens if the salesman diagnoses the Maneuver? He may begin to chortle and amidst Peals of Laughter say to me, “ That was a Magnificent Nibble. I love the way you set it up. Please, it’s not fair to keep this to myself. We’ve got to share it with others.“
At this point he calls out to his Fellow salesmen, “ Hey, Arnold, Larry, and Irv- come here, will you? I want you to hear a Fantastic Nibble! it’s a Scream.” Turning back to me and still laughing, he exclaims, “ You’ve got to do it for them … from the beginning – they’ll love it!“
How do you think even I would react to all this commotion? Flustered and Embarrassed, I’d Probably Mumble, “ Aw, I was just horsing around. Give me 2 suits- Full Price, Of Course!“
Let’s stay with the Nibble for another Moment. Assume that you are a salesperson in an establishment, or anyone who has invested heavily in transaction, and someone tries to pull the Nibble on you. There are 3 Simple Counters that can be used to out-thrust and out-parry such a person:

1. No Authority. Make it clear that you would like to help but Lack the Authority to Grant the Request. Say, “ I’m sorry. the Last person who did such a thing was fired and is now a homesteader in the South Bronx.“
2. Legitimacy.  Post a sign on the wall that states in effect, WITH THIS SALE THERE WILL BE NO EMBELLISHMENTS. 
3. Knowingly Laugh. Using a light touch, acknowledge the Tactic and Praise the customer’s skill in carrying it out so well. You are chuckling with the customer, Not Laughing at him.

So, Readers in our Next and Last Part we will discuss about Counteracting Emotional Tactics.
So Do not Forget to Follow My Website for Future Updates.

“Winning at all Costs: Soviet Style | Emotional Tactics ( Part 5 )“