"I haven't the authority"
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".
Tip for the negotiator: At the outset, check the other party has the authority to make a deal. If not, either match your authority to theirs
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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...
"Details I can't divulge"
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...
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.
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