At one stop or another , most people will have to be in some kind of negotiation for a big just the ticket point . The most ill-famed of these negotiations is the car . railway car salesmen have become famous for their underhanded negotiation tactics . There is an actual name for one strategy that railway car dealerships ( and other unscrupulous types ) use . It ’s call defence in depth .
A surprising amount of talks take simply being willing to outlive one ’s opposite . This means that one side almost always has the advantage , as being pay to sit in a chair and argue about car damage is a warm position than giving up weekend after weekend to sit around in a death chair and reason about car prices .
The most famous car dialogue scene come in the movie Fargo , where a depressed - rent machine salesman taste to swindle a couple into paying for “ Trucoat ” rust security . At one point , the guy goes back to his party boss ’s office , promising to work it out with the party boss . He makes little talk about football games with the boss , and arrive back with a parry - offer . He also mentions “ the manufactory , ” and how they impose their own limitation , implying that they rank both himself and his gaffer . Although it ’s not a straightforward demonstration , it owe something to a famous talks technique , called “ defensive structure in deepness . ”
What defense in astuteness necessitate is time , longanimity , and a mogul power structure – even if the hierarchy is fictional . Each time negotiations fare to a stall still , one side will go to an authority figure . That authorization will always okay the current slew , but with one little status . Maybe a little more money , or a little more meter , or a possibleness of renegotiation down the line . Then its clip to negotiate that one slight stipulation , and amount to a novel arrangement . Because that agreement is n’t what the previous authority figure approved , it ’s necessary to reverse that fig by going to an even higher name , who has a condition of his own .
At that power point , it ’s a issue of endurance . Either mass are n’t uncoerced to ride anymore , or they are n’t able to notice how the conditions are stacking up . finally , like a boil batrachian , they finish up with a deal that they ( and a host of fictional people in the treater ’s system ) gibe to , but does n’t resemble anything that they agreed to at the beginning of the session .
[ ViaBickering In - astuteness . ]
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