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It's different over here

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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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. 

The perpetrator attempts to instil panic into the negotiator by changing from a position of enthusiasm with the negotiation to suddenly showing no reaction.

A tactic sometimes used when the negotiation is not going the way the other party would like.

The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.

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. 

This dirty trick is frequently used to gain additional concessions from the unwary when the agreement appears to be in sight.

This is an attempt to gain concessions using time pressure.

A tactic sometimes used when the other negotiator is losing ground.

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".

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.

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