This is also known has the Quivering Quill trick or the Poised Pen trick
You have completed the negotiation and you are just about to sign the deal when your opponent puts down his pen and says, “One more thing”.
He might say something like “Transport is included, isn’t it?”
You may be sorely tempted to agree just to get the deal signed.
Don’t do it. Bargain using the ‘If you do ……., we will consider’ technique.
In this case you might say “Yes we can if we add an extra 5% to the price. So, if you are willing to pay the additional 5%, then we will consider covering transportation.”
The Lesson
When you think you have reached final agreement, be prepared for ‘one more thing’. This is often used at job interviews. As you reach the door on the way out and are beginning to relax the interviewer thanks you for coming and then asks ‘one more thing’. Often when your guard is down you reveal a key item which provides unfavourable information to the interviewer which might even lose you the job.