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