The DECEPTIVE ALTERNATIVE PROPOSAL Technique
Technique in a Nutshell
The deceptive alternative proposal consists of presenting your counterpart with two choices, whilst subtly concealing the fact that a third, more advantageous option is available, so as to steer them towards the option you want.
Definition and Origin
Grounded in the strategies of decision psychology and choice framing, this technique is used in sales, salary negotiation and political negotiation to reduce your counterpart's ability to push back by confining them to a narrow decision-making frame.
Concrete Examples in Practice
1. Commercial negotiation
- Case in point: A salesperson offers a customer two options:
- Option 1: A standard product with few benefits.
- Option 2: A premium version, slightly dearer but far more appealing.
- Effects of this technique:
The customer naturally plumps for the premium version without realising they could have negotiated a middle-ground compromise.
2. Salary negotiation
- Case in point: An employer puts two options to an employee during negotiations:
- Option A: A modest pay rise.
- Option B: A package of bonuses and benefits with no immediate pay rise.
- Effects of this technique:
The employee picks one of the two options without thinking to negotiate a combination of both.
Strengths and Weaknesses
Strengths:
- Reduces your counterpart's ability to push back.
- Steers the decision without seeming to force a choice.
Weaknesses:
- May be seen as manipulation if your counterpart spots the absence of a third option.
When should you use this technique?
When you want to limit your counterpart's choices without their being aware of it.
When a specific option needs to be favoured without giving the impression that it is being imposed.
