Negotiating Tactics
Negotiation Tactic #5 – Concede Small
Summary: Sticking to minor concessions in the opening rounds of a negotiation. Here’s a good rule of thumb: If you are going to concede in the opening rounds of a negotiation, Concede Small. Example You…
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Negotiation Tactic #4 – Asking an Open-Ended Question
Summary: Using an open-ended question to get more expansive or revealing information from a counterpart. Open-ended questions almost always start with who, what, where, when, how, or why. They play a strong role in negotiations…
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Negotiation Tactic #3 – Asking a Closed-Ended Question
Summary: Using a restrictive question to get a direct answer or specific bit of information from a counterpart. Anytime you are trying to win a concession or gain a deal point in a negotiation, Asking…
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Negotiation Tactic #2 – Referencing an Expert Opinion
Summary: Citing the opinion of an authority to gain clout. One of the more powerful tactics to utilize when presenting information in a negotiation is to cite the opinion of an expert. Example A man…
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Negotiation Tactic #1 – Is That Your Best Offer?
Summary: Pushing a counterpart to provide his best offer by implying that the offer “on the table” is unsatisfactory. A great way to practice your negotiation skills is to simply get in the habit of…
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