Negotiating Tactics
Negotiation Tactic #40 – The Trial Balloon
Summary: Testing to see how firm a counterpart is on certain issues. Finding out how firm your counterpart is on the key issues is often helpful in a negotiation. You can get some information by…
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Negotiation Tactic #39 – Take It or Leave It
Summary: Sending the message that if the counterpart doesn’t agree to the offer, the negotiation is finished. An effective tactic used by negotiators is saying, “This is our best and final offer. Take It or…
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How to Keep your Emotions in Check While Negotiating
Emotions such as anger, fear, or not feeling valued have caused many negotiations to escalate out of control and have destroyed relationships. However, when channeled positively, emotions are a good thing. For example, empathy can…
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Negotiation Tactic #38 – Moving the Deadline
Summary: Changing the time for reaching a decision on a deal point. Since many negotiators set a deadline for making a decision, it is important to note that almost every deadline can be moved. Instead…
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Negotiation Tactic #37 – There is More Than One Way to Skin a Cat
Summary: Preparing multiple options for resolving deal points before a negotiation begins. In a negotiation, the counterpart with the greatest number of viable options usually gets the best outcome. A good tactic is to walk…
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