The Bogey (The Decoy)
Learn how to use The Bogey (The Decoy) to trade fake concessions for massive real-world value.
What is it?
The Bogey is a slightly deceptive but highly common tactic where a negotiator pretends that a specific issue is extremely important to them, when in reality, they care very little about it. Later in the negotiation, they 'reluctantly' concede this fake issue in exchange for a major concession from the counterpart on something that actually matters.
How it works
Identify an issue your counterpart values highly that costs you nothing to give away.
Pretend this issue is a major sticking point for you early in the talks.
Fight hard over it, creating the illusion of value.
Finally, offer a 'painful' compromise: 'I will give up X, but only if you give me Y.'
Real World Example
Scenario:
Negotiating an employment contract. You don't care about a corner office, but you desperately want an extra week of PTO.
We can do the $120k salary, but we can't guarantee you a corner office right now.
The corner office was a major requirement for me given my seniority... I don't know. Tell you what: I will give up the corner office request completely, if you can add 5 extra PTO days to the contract.
When to use this strategy
Common in complex B2B sales, real estate, and union negotiations where many variables are on the table.
Configure Scenario
Feign deep interest in a trivial issue to reluctantly concede it for what you actually want.
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