Negotiating like a Big Fish

Acting the Part of Big Fish

You are the big fish in the pond. Little fish coward as you swim past, because you could gulp down any one of them at any time.

Confidence is the key to playing this part. Show up in fast, expensive car to show money is no object. Walk into the room wearing an expensive suit with your head held high as if you own the place. Indirect intimidation using these tactics will make the other person feel small without saying a word.

Talk as if this deal is not important to you. You are involved in so many, it really doesn’t matter—but you always get what you want when you want.

Example

In the arena of residential real estate you will encounter this type of tactic employed by agents frequently. Most of what the agent’s job entails is in looking the part and talking the talk. A luxury car is an essential first investment.

Then their look is perfected by precise grooming and dress. When your clients are mainly individuals who will show up for appointments wearing velour jumpers or jeans and a t-shirts, the agent’s “look” will automatically earn them points as a Big Fish.

Next, their smooth talk while spouting off legalese like they’re laymen’s terms further degrades the clients’ confidence. Once a scary looking contract is placed in front of them, the agent has successfully completed the act of playing the Big Fish.

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