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10 Dirty Negotiation Tactics and How to Beat Them

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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10 Dirty Negotiation Tactics and How to Beat Them

10 Dirty Negotiation Tactics and How to Beat Them

https://www.americanexpress.com/en-us/business/trends-and-insights/articles/10-dirty-negotiation-tactics-and-how-to-beat-them/

americanexpress.com

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Key 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 negotiation.

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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SIMILAR ARTICLES & IDEAS:

BATNA

Refers to your “best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart. 

An e...

Negotiate the process

Carefully negotiate how you will negotiate in advance. Discussing procedural issues will clear the way for much more focused talks.

Don’t assume you’re all on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so on. 

Building rapport

You and your counterpart may be more collaborative and likely to reach an agreement if you spend even just a few minutes trying to get to know each other.

 If you’re negotiating over email, even a brief introductory phone call may make a difference. This is one of the most valuable negotiation skills to master.

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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. 

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Negotiation

Whether it is a high-stakes deal, the price of a used car, or a family issue, we all are bargaining and getting into negotiations.

Negotiation is 90 % planning, along with being educated and ...

The 7 Elements

A negotiation does not have to be a uni-dimensional, one-shot activity.

There are seven points to prepare yourself with:

  1. What do people want?
  2. What is my Plan B?
  3. Creating Value using shared interests.
  4. What's relevant and what's persuasive.
  5. One-shot or multiple rounds?
  6. The best way to communicate.
  7. What are my commitments?
What People Want

Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.

The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.

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