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.
OriginAn analogy to the bogeyman, or an imaginary monster invented towards some purpose such as getting children to go to bed.
Counter TacticA 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.
A negotiation technique that involves setting up unimportant requirements and concerns in order to concede them over things that are important.