Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator

Brigitte has a gas station for sale. She has a firm offer from Acmeoil for $400k. Albert is interested in purchasing the station. He has offered $520k and asks Brigitte what her other offer is. Which of these is Brigitte’s best course of action?

Reveal that she has turned down the other offer.

Refuse to answer the question. It is not Albert’s business.

Reveal that the other bidder has offered $400k.

Say that the other bidder has offered $550k.

At this point, there is no gain in mentioning the $400k. Albert has already offered $520k, so the $400k other offer is no longer relevant.

Pointing out that you have turned down the other offer suggests you don’t have to sell and are willing to hold out for a high price.

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