Hot and cold
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 giving anything away, ask questions about their position. This way you gain information and in doing so, take back power.
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Changing negotiators
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...
Delays and deadlines
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...
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