×

DONALD TRUMP SAYS HE WILL PERSONALLY NEGOTIATE AIR FORCE ONE PRICE WITH BOEING

President-elect Donald Trump on Wednesday said he would personally “negotiate the prices” with Boeing Co. of the planes to be used as Air Force One, promising to block a future order if necessary and to continue using the existing aircraft for the presidential plane.

Read the full article from The Wall Street Journal. 

The President-Elect continues to flex his negotiating muscles as he takes on what he feels are the excesses of the Boeing Corporation. Mr. Trump is staying true to form with his own abrupt, bellicose method of negotiating by telling the aerospace giant that it’s essentially going to be “his way or the highway.” And, while some might think of this as a type of bullying, he’s merely using a tactic that is as old as mankind. What he’s essentially done, in negotiating terms, is to draw a line in the sand and say, “Take It Or Leave It”.

Do YOU use “Take It Or Leave It” in your business?

Before you say “no” too quickly, it’s a good bet that you actually do, every single day. Now, the words themselves aren’t generally used, because they’re inflammatory. Imagine asking the price of an item and then hearing the clerk tell you, “It’s 4.95, Take It Or Leave It.” Your first reaction (and mine) would probably be, “Fine, I’ll leave it” (or words to that effect). You might even pay more for the same item at a different store because that person offended you.

But, what if, when asked the price of the item, the clerk had simply replied, “It’s 4.95”, and left it at that. What is he saying here, without actually using the words?

Take It Or Leave It.

But phrases like, “It’s the best I can do,” “Everybody pays this,” “It’s my best and final offer” (BAFO), or “This offer’s only good for so long”… these are all forms of Take It Or Leave It, that can be used without as much risk of damaging potential or existing long-term relationships.

Typically, TIOLI is a lot more negotiable than you might think. Negotiators often employ this tactic as a means of closing a deal, or checking how firm you might be in your position, but you’ll never know that it might just be a tactic unless you test it out. One of the basic principles of the SPASigma White Belt negotiation seminar is not to trust your assumptions. When you’re hit with a Take It Or Leave It, be skeptical. You might discover that that scary TIOLI is totally negotiable.

Unless, perhaps, you’re the Boeing Corporation right about now.