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New Player

 

Disciplines > Negotiation > Negotiation tactics > New Player

Description | Example | Discussion | See also

 

Description

When a negotiation that is taking a number of meetings is getting stuck or things are turning for the worse (for you), bring a new person from your side to the table.

Add a new member or change a person in a negotiation team.

Change the person doing the negotiation.

Bring in a subject expert to give advice.

Bring in an observer to watch body language and add a fresh eye.

Example

I am getting nowhere in persuading my son, so I ask my wife to talk with him.

A person is unsuccessful at asking the boss for a raise, so they bring in their trade union representative.

A buying team wants to shake up a negotiation with a sales team and so changes several members of its team.

Discussion

As negotiations progress, relationships start to build between the two sides. This creates an inter-group social pattern of which the other side can be taken advantage, for example by incremental conversion. Changing your team make-up breaks this pattern and allows you to remove any suspect people.

A new person on your team will disrupt and distract the other side as they seek to figure out what this person is like and what part they will play.

A new negotiator is often able to sweep away commitments made by the previous negotiator.

A new expert can help you challenge claims from the other side, identify that which has not been mentioned. They can counter arguments or create your own new arguments.

See also

Distraction principle

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