Origins Portrait of Thomas Hobson in the National Portrait Gallery, LondonĪccording to a plaque underneath a painting of Hobson donated to Cambridge Guildhall, Hobson had an extensive stable of some 40 horses. The phrase is said to have originated with Thomas Hobson (1544–1631), a livery stable owner in Cambridge, England, who offered customers the choice of either taking the horse in his stall nearest to the door or taking none at all. The best known Hobson's choice is "I'll give you a choice: take it or leave it", wherein "leaving it" is strongly undesirable. The term is often used to describe an illusion that multiple choices are available. For other uses, see Hobson's choice (disambiguation).Ī Hobson's choice is a free choice in which only one thing is actually offered. If you really want, or need, to come to an agreement with the other party, determine which negotiating techniques you will use to re-open negotiations should a 'dead-lock' occur.This article is about an English-language expression. Finally, if you use 'take-it-or-leave-it' as a negotiating tactic, remember it could result in a 'dead lock'. The person who forgets this is could be in real deep trouble. First, give the other party all the time needed to discuss the matter and second, be sure to tell your boss, or your team, that you are going to use it. If you are going to use it, there are three things you must do. A surprising number of people welcome it because it saves them the trouble of bargaining. "Take-it-or-leave-it" is a legitimate tactic in negotiation. Timing is important in reducing hostility. People are more willing to accept a "take-it-or-leave-it" later in a negotiation than earlier. The same is true when your firm position is accompanied by a good explanation and positive proof statements. When a firm position is backed by regulations, published policies, clearly observed price tickets, or customary trade practices, it tends to be accepted more easily. "Take-it-or-leave-it" positions that are backed by legitimacy are less offensive. Never use the expression itself because the words alone are enough to anger the other person. If you are going to use "take-it-or-leave-it" in your negotiation, there are ways to minimize hostility. * When you want to signal the other party that you have gone as far as you are going to go. * When you can't afford to risk a loss because you are selling at the lowest possible price. * When others have already accepted your proposition. * When a drop in price to one customer will force a drop to all customers. * When the other party is under a lot of pressure to say "yes" to what you propose. * When you don't want to encourage future negotiating. "Take it or leave it" makes sense under the following conditions: It often represents good pricing policy for the seller, and a better way for the buyer to buy. "Take it or leave it" is not as ominous as it sounds. Many industrial goods and services are sold at the same price to all customers. Some prices, like your electrical or water bill, are fixed by regulations. When you go into a retail store you see items clearly marked with a price. Much of today's business is conducted on a "take-it-or-leave-it" basis, whether we like to call it that or not. This tactic has a legitimate place in your negotiating tool kit. And, there are many bargaining situations in which it is appropriate.
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