What is it?

This tactic plays on people’s competitive spirit and puts uncertainty in their mind. It is used when one party tells the other that they are out of step with the rest of the market, and that their competitors are offering more favourable terms. For example, if you are buying a car, tell them that the other dealer down the road has got great offers on at the moment.

Counter Tactics (if it is used on you)

• stick to your plan.
• If you have built in room to your offers, then you can move (with conditions), in order to let them think they are winning
• Use it on them. Tell them that everyone else is accepting your terms and by implication they are the ones who are out of step.