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4 Dirty Negotiating Tricks (and How to Counter Them)
Stretching out the process
Scenario: The sales opportunity is proceeding apace when suddenly all the important meetings are pushed way out. "I can't meet next Friday to discuss this; how about next month?"
Your best strategy is to surface some negative consequences of delaying the sale.
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Key Ideas
Pretending to have cold feet
Scenario: You've reached a verbal agreement, but in negotiating the final terms, the deal gets questioned. "We're not really sure that this is the right thing for us to do at this time."
The best strategy is probe further to see whether there's a real problem or whether you're just being yanked around.
Surfacing an unreasonable requirement
Your best strategy is to call the customer's bluff.
Requesting a last minute discount
Scenario: You're at the point of signing the contracts,when the prospect demands a steep discount. Example: "My boss says that if don't drop the price 25 percent, the deal is off."
The worst thing at this point is to give the discount, because then you've told the prospect you can't be trusted to offer the best deal.
Stretching out the process
Scenario: The sales opportunity is proceeding apace when suddenly all the important meetings are pushed way out. "I can't meet next Friday to discuss this; how about next month?"
Your best strategy is to surface some negative consequences of delaying the sale.
SIMILAR ARTICLES & IDEAS:
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Key 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...
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.
8 more ideas
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Key Ideas
Negotiation tactics
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.
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Key Idea
Negotiating without being a pushover
Do:
- Frame the negotiations as a problem-solving challenge.
- Take the time to make small talk. It’ll build connections you can leverage later on.
- Stress t...