Dirty Tricks in Negotiation

• Negotiation

  ... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche , a...

  Negotiate Like a Ninja: 2 Stealthy Tactics to Try

• Negotiator perform 2 cognitive tasks:

  

  Judgement:  Evaluate the content of the available options for its fairness. Choice:  Determine which availa...

  Negotiate Like a Ninja: 2 Stealthy Tactics to Try

• Use a Red Herring

  Instead of making one single offer, try offering 3 possible scenarios:  Something that works for you but can b...

  Negotiate Like a Ninja: 2 Stealthy Tactics to Try

• Give Them an Anchor They Can’t Refuse

  The value of an offer is influenced by the first realistic number that enters the conversation. Once this number—or...

  Negotiate Like a Ninja: 2 Stealthy Tactics to Try

• Pretending to have cold feet

  

  Scenario: You've reached a verbal agreement, but in negotiating the final terms, the deal gets questioned. "We're not...

  4 Dirty Negotiating Tricks (and How to Counter Them)

• Surfacing an unreasonable requirement

  

  Scenario: Working with a prospect to craft a deal and suddenly the customer demands something that makes no business ...

  4 Dirty Negotiating Tricks (and How to Counter Them)

• Requesting a last minute discount

  

  Scenario: You're at the point of signing the contracts,when the prospect demands a steep discount. Example: "My bos...

  4 Dirty Negotiating Tricks (and How to Counter Them)

• Stretching out the process

  

  Scenario: The sales opportunity is proceeding apace when suddenly all the important meetings are pushed way out. &nbs...

  4 Dirty Negotiating Tricks (and How to Counter Them)

• Negotiating a deal is a psychological game.

  Like all games, there are skills to learn and rules to follow . 

  It Pays to Get Angry In a Negotiation--If You Do It Right

• Strategies to change dynamics within a negotiation

  

  Emotion predicts action:  A negotiator wants to know what you're thinking and will carefully track your emotion ...

  It Pays to Get Angry In a Negotiation--If You Do It Right

• Successful Negotiation

  The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements t...

  Dirty tricks in negotiation

• Jet Lag

  

  Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impede...

  Dirty tricks in negotiation

• Negotiation tactics

  

  Every business owner needs to learn how to negotiate.  It's important to recognize when tactics are being used i...

  10 Dirty Negotiation Tactics and How to Beat Them

• 10 tactics that strengthen your negotiation skills

  Left at the altar - This tactic often yields 11th-hour concessions.  Making balloon futures - A service...

  10 Dirty Negotiation Tactics and How to Beat Them

• 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...

  Dirty tricks in negotiation

• Rolling concessions

  

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

  Dirty tricks in negotiation

• Delays and deadlines

  This is an attempt to gain concessions using time pressure. In its simplest form the trick involves setting a deadl...

  Dirty tricks in negotiation

• Sunk cost tactics

  This is based on the assumption that the more a negotiator has invested in trying to reach an agreement, the less wil...

  Dirty tricks in negotiation

• Hot and cold

  

  The perpetrator attempts to instil panic into the negotiator by changing from a position of enthusiasm with the negot...

  Dirty tricks in negotiation

• Deliberate confusion

  A tactic sometimes used when the other negotiator is losing ground. Tip for the negotiator : Skilled negotiators de...

  Dirty tricks in negotiation

• "I haven't the authority"

  A tactic to imply a lack of decision-making authority.  The negotiator is quite happy to accept concessions made...

  Dirty tricks in negotiation

• Changing negotiators

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

  Dirty tricks in negotiation

• "Details I can't divulge"

  This is one of the most commonly used dirty tricks in negotiation.  People using this tactic often appear reluct...

  Dirty tricks in negotiation