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How to overcome unwanted thoughts
How to manage intrusive thoughts
How to change your attitude towards intrusive thoughts
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.
302
1.51K reads
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A tactic sometimes used when the other negotiator is losing ground.
Tip for the negotiator: Skilled negotiators deal with this by:
294
834 reads
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 ethical grounds.
Tip for the negotiator: Even though the other party will probably refuse t...
281
744 reads
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 the receiving end of something that doesn't feel quite right, provided you recognise what's hap...
334
2.04K reads
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 negotiator: Write-off the previous investment. It then has no significant influence on current decisio...
286
965 reads
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'll have to check this out with my boss, as this demand exceeds my mandate".
Tip ...
280
730 reads
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 the previous negotiator had no mandate to make them. At the same time, you are held to the concessio...
285
662 reads
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.
Tip for the negotiator: Keep arrangements flexible and build time around your negotiation. Time...
284
1K reads
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, hav...
301
1.38K reads
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 got a deal, if we can just agree on this last item I think we’re there...”
T...
307
1.15K reads
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: Being aware of this tactic allows you to remain calm. To counter their silence, and to avoid giv...
298
902 reads
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