This tactic is the classic for the sales-driven person. Essentially the getting it in your hands tactic is like giving candy to a child to make them stop crying. Once they get it, they are happy and nothing else matters to them. The sales professional knows that if he can get their product in your hands for a free trial before fees are assessed, then you will have a psychological attachment to that product and be more likely to purchase it and pay more for it. This is why car salesmen like to get you into the car for a test drive. Once you give it a spin, your emotions have already closed the deal..

How To Counter This Tactic

Getting something you want in your hands before the deal is done is a very powerful negotiating tactic. The best way of dealing with this tactic is first by knowing your level of self-control. Can you resist the temptation to drive home in that new sports car if you go test drive? The second thing is to prepare for such temptations ahead of time. Go with an objective friend who can ground you back into reality, or leave your identification at home (ID is required for a test drive). The point is to prepare ahead of time and expect that this tactic will be used against you.

Tristan Loo

Tristan Loo is the founder and CEO of the Synergy Institute, a Personal & Professional Development training company. Tristan is a former police officer, conflict intervention expert, professional mediator, trained negotiator, and prolific writer/author of numerous publications. Mr. Loo’s experience handling extreme situations of conflict gives him a unique perspective into the dynamics of conflict resolution, which cannot be taught by any conventional institution. A peace-keeper at heart, Mr. Loo strongly believes that by separating the people from the problem, conflict can be made into a constructive and positive experience for growth.

Tristan likens the problem of conflict resolution to the Zen teaching of removing a fly from a friend’s face by taking his head off with a hatchet. “Conflict resolution is easy. We all know how to resolve conflict. The problem is that we often select the hatchet to remove the fly when a gentle puff of air would accomplish the same thing.

Tristan's motto is, “To overcome without attacking. To defend without resisting. To control without forcing. To win without fighting.”