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 concessions you have made.
Tip for the negotiator: Counter this by either insisting that previous agreements are honoured or by starting negotiations again from scratch. In some circumstances, it may be in your interests to also change negotiators.
293
705 reads
CURATED FROM
IDEAS CURATED BY
The idea is part of this collection:
Learn more about communication with this collection
How to overcome unwanted thoughts
How to manage intrusive thoughts
How to change your attitude towards intrusive thoughts
Related collections
Similar ideas to Changing negotiators
"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 ...
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 giv...
"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...
Read & Learn
20x Faster
without
deepstash
with
deepstash
with
deepstash
Personalized microlearning
—
100+ Learning Journeys
—
Access to 200,000+ ideas
—
Access to the mobile app
—
Unlimited idea saving
—
—
Unlimited history
—
—
Unlimited listening to ideas
—
—
Downloading & offline access
—
—
Supercharge your mind with one idea per day
Enter your email and spend 1 minute every day to learn something new.
I agree to receive email updates