Sales Related Guides
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A bogey is a negotiation technique that involves stating concerns or requirements that aren't actually important to you. Over the course of negotiations, you compromise on such concerns as opposed to compromising on things that are important to you. The following are examples.
Sales NegotiationA customer purchasing a house hints they are considering another property that has bigger bathrooms. They indicate the other property is therefore their preference and they would only purchase the house with small bathrooms if it were a good price. In reality, the bathrooms aren't a concern.SalaryAn employee with in-demand skills negotiates with a new employer. She states that it is extremely important to her that she is able to work at home twice a week. She knows that the culture of this particular firm doesn't allow for this and that the firm won't be flexible. Nevertheless, she pushes on this point until the employer goes higher on salary. She confirms to the employer that she won't ask to work from home, although this was never a true concern.
PurchasingA company negotiating a purchasing agreement insists that it is their standard to pay vendors with 135 days of invoice knowing that the supplier will find this impossibly long. They give up on this term and make a "special exception" for the supplier in exchange for reduced prices.|
| Type | Negotiation | | Definition | A negotiation technique that involves setting up unimportant requirements and concerns in order to concede them over things that are important. | | Origin | An analogy to the bogeyman, or an imaginary monster invented towards some purpose such as getting children to go to bed. | | Counter Tactic | A bogey is easily defeated by ignoring it. Only by taking the bogey seriously do you give it power in negotiations. In practice, it can be difficult to distinguish between a bogey and a real objection or requirement. | | Related Concepts | NegotiationSales Objections |
Sales
This is the complete list of articles we have written about sales.
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An overview of sales with examples.
A list of common customer motivations.
How to detect the difference between customer objections and excuses.
A definition of needs identification with examples.
The common types of sales prospecting.
A list of sales closing techniques.
The common types of perceived risk.
The definition of objection handling.
The common types of sales channel.
A few basic influencing strategies.
The two ways that people accept ideas.
An overview of message framing as an influencing technique.
A definition of cultural capital with examples.
A definition of touch base with examples.
A definition of positive criticism with examples.
The common types of business story.
A definition of creative tension with examples.
The definition of consensus building with examples.
The definition of credibility with examples.
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