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10 Dirty Negotiation Tactics and How to Beat Them

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10 Dirty Negotiation Tactics and How to Beat Them
Every business owner needs to learn how to negotiate. It's important to recognize when tactics are being used in an attempt to best you in a negotiation. Here's how to spot 10 tactics that many negotiators use. These have nothing to do with the win-win successful agreements of a good negotiation.

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Negotiation tactics

Every business owner needs to learn how to negotiate. 

It's important to recognize when tactics are being used in an attempt to best you in a

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10 tactics that strengthen your negotiation skills

  • Left at the altar - This tactic often yields 11th-hour concessions. 
  • Making balloon futures - A service is forecasted to be worth more before it's performed.

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SIMILAR ARTICLES & IDEAS:

BATNA

Refers to your “best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart. 

An e...

Negotiate the process

Carefully negotiate how you will negotiate in advance. Discussing procedural issues will clear the way for much more focused talks.

Don’t assume you’re all on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so on. 

Building rapport

You and your counterpart may be more collaborative and likely to reach an agreement if you spend even just a few minutes trying to get to know each other.

 If you’re negotiating over email, even a brief introductory phone call may make a difference. This is one of the most valuable negotiation skills to master.

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Successful Negotiation

The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.

But if you find yourself on...

Jet Lag

Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impeded due to jet lag or fatigue. Jet lag seriously impairs judgement. 

Tip for the negotiator: Travel early and leave time for recuperation before meeting the other party. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet. 

It's different over here

A dirty trick often used against people visiting other cultures.

The approach of "but we always do it this way over here" can be difficult to counter if you're not prepared for it.

Tip for the negotiator: If you suspect this approach in advance, have with you a local expert who knows the customs. 

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Negotiation

Whether it is a high-stakes deal, the price of a used car, or a family issue, we all are bargaining and getting into negotiations.

Negotiation is 90 % planning, along with being educated and ...

The 7 Elements

A negotiation does not have to be a uni-dimensional, one-shot activity.

There are seven points to prepare yourself with:

  1. What do people want?
  2. What is my Plan B?
  3. Creating Value using shared interests.
  4. What's relevant and what's persuasive.
  5. One-shot or multiple rounds?
  6. The best way to communicate.
  7. What are my commitments?

What People Want

Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.

The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.

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