What is a conditional close in negotiations?

A conditional close in negotiations refers specifically to a technique used to address objections effectively. This strategy involves inviting a client or negotiation partner to agree to a proposal based on certain conditions being met. For instance, a salesperson might assert, "If I can demonstrate that our product reduces costs by 20%, would you be ready to make a purchase today?" This approach helps in uncovering and addressing any potential objections upfront while creating a framework for agreement based on the fulfillment of those conditions.

The technique emphasizes a reciprocal process where both parties can negotiate based on specific criteria, allowing for clarity and focus during discussions. This method can create a feeling of collaboration, as it demonstrates a willingness to understand and respond to the other party's concerns while still moving toward a conclusion.

Other choices, while relevant to the broader context of negotiation tactics, do not specifically relate to the concept of a conditional close. Building rapport, outlining agendas, and installing new strategies each play important roles in negotiations but do not directly involve the mechanism of addressing objections through conditional agreements.