deepstash

Beta

Dirty tricks in negotiation

Deepstash brings you key ideas from the most inspiring articles like this one:

Read more efficiently

Save what inspires you

Remember anything

https://huthwaiteinternational.com/horizon-detail/dirty-tricks-in-negotiation/

huthwaiteinternational.com

Dirty tricks in negotiation
How to recognise and counteract them It's not uncommon to encounter dirty tricks in negotiation. Even the most conservative and credible opponents can deploy a trick or two to help them win.

11

Key Ideas

Save all ideas

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...

75 SAVES


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 imp...

66 SAVES


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.

...

64 SAVES


Rolling concessions

This dirty trick is frequently used to gain additional concessions from the unwary when the agreement appears to be in sight.

Giveaway phrases to look out for: “I think we’ve nearly go...

68 SAVES


Delays and deadlines

This is an attempt to gain concessions using time pressure.

In its simplest form the trick involves setting a deadline by which time the agreement must be signed, or the deal is off.

52 SAVES


Sunk cost tactics

This is based on the assumption that the more a negotiator has invested in trying to reach an agreement, the less willing they will be to abandon the negotiation.

Tip for the negoti...

54 SAVES


Hot and cold

The perpetrator attempts to instil panic into the negotiator by changing from a position of enthusiasm with the negotiation to suddenly showing no reaction.

Tip for the negotiator

57 SAVES


Deliberate confusion

A tactic sometimes used when the other negotiator is losing ground.

Tip for the negotiator: Skilled negotiators deal with this by:

  • checking their understanding with t...

62 SAVES


"I haven't the authority"

A tactic to imply a lack of decision-making authority. The negotiator is quite happy to accept concessions made by the other party but qualifies any concessions asked for by saying, "I'...

54 SAVES


Changing negotiators

A tactic sometimes used when the negotiation is not going the way the other party would like.

The new negotiator often denies knowledge of concessions their company has made or claims ...

60 SAVES


"Details I can't divulge"

This is one of the most commonly used dirty tricks in negotiation. People using this tactic often appear reluctant to release details of a so ­called competitor offer or other issue on ...

58 SAVES


SIMILAR ARTICLES & IDEAS:

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

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.
  • Calling a higher authority.
  • Crunch time - Where the other party applies pressure.
  • Bring in the dancer - Distracts by long talks without saying anything substantive to the issue at hand.
  • Re-trading the deal - Other party tries to reopen points from a closed agreement.
  • Huntley and Brinkley - Two people for the other party team up against you at the same time.
  • Turning Soviet -  Your side is not considered in the deal.
  • The walkout - Deliberately walking out of a negotiation to show disinterest.
  • Roaring brains - People that talk a lot with no real experience in a particular area.

5 Steps for Effective Crisis Negotiation

  • Prepare for crisis: Good crisis-management plans predict and set mechanisms to deal with and minimize the effects of disputes.
  • Establish ground...

Characteristics of Crisis Negotiation

  • High stakes, including communication towards conflict resolution.
  • Unpredictable.
  • Heightened negative emotions, often leading to conflict escalation.
  • Multiple parties and teams are involved.

Win-Win Negotiation

It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.

The “win-win” negotiators seem to have the most success....