Colibri Real Estate 30-Hour Alabama Post License Practice Exam

What tactic do negotiators use to create the appearance that an issue of little importance is very significant?

1. Bluffing

2. Bait and Switch

3. Bogey

4. Squeezing

The correct answer is: Bogey

Negotiators often use the tactic known as "Bogey" to create the appearance that an issue of little importance is very significant. This strategy involves raising the importance of a minor issue in order to use it as a bargaining chip in negotiations. By exaggerating the relevance of this lesser point, negotiators can divert attention from more significant issues or leverage the perceived importance of the bogey to negotiate for concessions on more critical matters. In practice, the bogey tactic may lead to the other party believing that resolving the minor issue is crucial, which can lead to them offering valuable concessions just to address the perceived significance. This technique can be effective in shaping the negotiation dynamics and giving the negotiator a strategic advantage. Other tactics like bluffing involve making false claims to mislead the opponent, bait and switch refers to luring someone in with an enticing offer and then switching it for something less appealing, and squeezing is applying pressure to induce agreement. While these tactics can be useful in different contexts, it is the bogey that specifically targets the manipulation of perceived importance in negotiations.