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小恩小惠的安慰策略是你永远不要一开始就给出最优价格的另外一个原因。因为,如果在谈判结束之前你已经做出了全部让步,你就没有什么安慰买主的了。在谈判的最后采用小恩小惠的安慰,这个策略是很重要的,尤其是在你同对谈判技巧有研究的人打交道的时候。如果他们过于相信自己的谈判能力,你可以违背常规而达成协议,而且整个谈判都有利于你这边。如果是这样,产生问题的或许不是价格或条款,而是买主的自尊。
The comfort strategy of small favoritism is another reason why you should never give the best price from the beginning. Because, if you have made all the concessions before the negotiation is over, you have no comfort to the buyer. This tactic is very important at the end of the negotiations with the comfort of small favors, especially when you deal with people who have researching negotiating skills. If they over-trust their bargaining power, you can reach an agreement that goes against the rules, and the entire negotiation will benefit you. If so, the problem may not be the price or terms, but the buyer’s self-esteem.