Jet lag

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...

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...

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...

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...

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...

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...

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...

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 the other side to ensure both parties hove the same view
• summarising to confirm agreement on ...

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...