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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...
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...
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....
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...
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.
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...
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
A tactic sometimes used when the other negotiator is losing ground.
Tip for the negotiator: Skilled negotiators deal with this by:
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'...
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 ...
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 ...
SIMILAR ARTICLES & IDEAS:
It's important to recognize when tactics are being used in an attempt to best you in a
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....