Negotiation > Negotiation Tactics
In negotiation, there are many tactics that you may meet or use. They can be fair,
foul or something in between, depending on the
collaborative style of
the people involved and the seriousness of the outcomes.
All I've Got: Limit apparent availability.
- Auction: Set sellers or buyers against one
- Bad Publicity: Indicate bad publicity of not agreeing.
Labeling: Saying what you will do.
- Better Offer: indicate a better offer from the competition.
- Better Than That: Just say 'You'll have
to do better than that...'.
- Biased Choice: Offering choices that
already include your biases.
- Big Fish: Show you're the big fish and they
could get eaten.
- Bluff: Assert things that are not true.
- Breaking it Off: Walking away from the
Bribery: Do that and I'll give you this.
- Brooklyn Optician: price or negotiate
- Call Girl: Ask to be paid up front.
- Cards on the Table: State your case,
clearly and completely.
- Change the Negotiator: New person can reset the rules.
- Changing Standards: Change the
benchmarks of good and bad.
- Check the Facts: Bring up new information
you have found.
- Control the Agenda: And hence what is
- Credentials: Show how clever you are.
- Deadlines: Push them up against the wall of
- Delays: Buying time and building tension.
- Divide and Conquer: Get them arguing with
- Doomsday: paint an overly black picture.
- Double Agent: Get one of their people on
- Dry Well: Show you've nothing left to exchange.
- Empty Pockets: say you can't afford it,
don't have it, etc.
- Empty Promises: Make promises that you
know you will not keep.
- Escalating Demand: the more you get
the more you require.
Expanding the Pie: Ensuring there's more for
- Fair Criteria: Set decisions criteria such
that is is perceived as fair.
- False Deadline: Time limitation on their
- Faking: Letting them believe something about you
that is not true.
- Fame: Appeal to their need for esteem from others.
- Flattery: Make them look good and then ask for
- Forced Choice: Subtly nudging them toward
- Funny Money: Financial games, percentages,
- Fragmentation: Breaking big things into
lots of little things.
Go For A Walk: Take time out to change.
- Good Guy/Bad Guy: Hurt and rescue by
- Highball: Sellers--start high and you can always go
- Hire an Expert: Get an expert negotiator or
subject expert on your team.
- Incremental Conversion: Persuade
one person at a time. Then use them as allies.
- Interim Trade: Make an exchange during
negotiation that will not get into the final contract.
Invoke Rules: Bring up standards they should
- Lawyer: use survey results, facts, logic, leading question.
- Leaking: Let them find out 'secret' information.
- Linking: Connect benefit and cost, strong and
Log-rolling: Concede on low-priority items.
- Lowball: Buyers--start low and you can always go
- Make a Mountain out of a Molehill:
Amplify small things.
Misleading Information: Lead them up the wrong path.
- New Issue: Introduce a new key issue during
- New player: Another person who wants what you
have appears on the scene.
- Nibbling: constant adding of small requirements.
- No authority: refuse to agree because you
are not allowed to.
- Non-negotiable: Things that cannot be
Not Happy: Say you're not happy.
- Overwhelm: Cover them in requests or
- Padding: Make unimportant things 'essential'
then concede them.
- Phasing: Offer to phase in/out the unpleasant
- Plant: A 'neutral' person who is really working
Play Dumb: Act stupid to avoid clever stuff.
Negotiable: So focus on other things.
- Quivering quill: ask for concession just before signing.
- Red herring: leave a false trail.
- Russian Front: Two alternatives, one
- Reducing choice: Offering a limited set
- See you in court: Threatening to go to a
higher or public forum.
- Shotgun: Refusal to continue until a concession
Side Payments: Add a cash balance.
- Slicing: Break one deal down into multiple
- Split the difference: Offer to agree on
a half-way position.
- Take it or leave it: give only one option.
- Trial balloon: Suggest a final solution
and see if they bite.
Understanding, Not Agreement: Say you understand but don't agree.
- Undiscussable: Things that cannot even be discussed.
- War: Threaten extreme action.
- Widows and orphans: show the effect on the weak and innocent.
- Wince: repeat price loudly, then silence.
Resistance to change, Defensive body