A tactic sometimes used when the other negotiator is losing ground.
Tip for the negotiator: Skilled negotiators deal with this by:
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Similar ideas to Deliberate confusion
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...”
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