Negotiation Strategies and Tactics

Negotiation Strategies and Tactics

This reference guide will help you use and defend yourself against various negotiating strategies and tactics.

Strategy or Tactic: Fait Accompli How to use it: How to defend against it: Appeal to a higher authority. Take legal action. Tell others of the unethical business practices. Test standard practices, don't be afraid to challenge regular routines. Question deadlines; don't be afraid to ask for extensions. Be as flexible as possible. Figure out what the underlying issue is, what the party is really seeking. Let the party leave if you aren't willing to make a concession. Recognize whether they truly will withdraw or not. Reveal the other team's tactic, and demand to get down to business and know who has the real authority to negotiate. Confirm from the very beginning that the other party has the ultimate authority to negotiate and close the deal. Figure out what the other party has in mind as being the absolute minimum, and work toward this. Notice how much effort it takes to get them to give concessions. Give evidence to support your offer. Justify your terms and price. Don’t follow the crowd. Look at the offer for what it's worth. Don't accept anything until you have already outlined the details of the agreement. Take time to figure out the big picture of the deal. Keep the negotiation focused on the total amount and terms. Call or visit when you think the gatekeeper is away. © QuicKnowledge, Inc., 2002

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Go ahead and take action, risking the acceptance of your objective—this one is very risky and should be used carefully. Standard Practice Follow standard practice, assuming there will be no need for a negotiation Deadlines Find out what deadlines or time constraints are actually valid, push those of the other party Feinting Use one issue to test the acceptability of another. Often used in politics. Apparent Appear to withdraw from the Withdrawal negotiation, even though you haven't entirely done so. Good guy/ One member of the negotiating team Bad guy takes a hard line approach, leaves for a bit, and the other person plays the nice guy. Limited Authority Don't let the other party know if you have the highest authority, claim that you need to confer with some vague entity. Limbo See how low you can go with your opponent. Be unpredictable, and don't be too willing to give too much. Flinching Bandwagon Test Drive Complain and act surprised and amazed at the offer, never showing that you think it is reasonable. Make your opponent think that \"everyone is doing it,\" that it is the modern and popular thing to do. Let your opponent test the merchandise and get to a point where it is more desirable to keep it than to give it back. Put the price or offer in small increments that are easy to handle as opposed to lumping the total together. Have someone else screen your calls and visitors.

Funny Money Gatekeeper