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Summary: Asking a counterpart for help. Mother Teresa was world-renowned for recruiting the help of others to achieve her mission. People found it difficult to refuse Mother Teresa. Why? One reason was that she had…

Summary: Getting a counterpart to spend time on a negotiation to strengthen her commitment to it. Getting a counterpart to invest time in a negotiation gives you leverage. The more time people put into any…

Summary: Warning that there will be an unpleasant outcome if a satisfactory deal cannot be reached. The Threat is one of the most pervasive tactics utilized by counterparts who cannot achieve their goals or resolve…

Summary: Before you make concessions based on what a counterpart tells you, it is good practice to verify anything you are not sure about. Example You are purchasing a new refrigerator, and the saleswoman is…

Summary: Presenting a problem to a counterpart and challenging him to come up with creative options for a resolution. This tactic is effective for encouraging your counterpart to come up with creative ways to achieve…

Summary: Offering a “trial” of a product or service to get the counterpart emotionally committed to the deal. The power behind The Puppy Dog tactic lies in letting your counterpart use the object she is…

Summary: Sometimes you need to toss your counterpart a rope or build a bridge that provides a path to a win-win negotiation. Example Squeaky Clean, a window washing company, is trying to get a large…

Summary: Offering less than a counterpart is asking for, hoping to make her go away. This tactic is designed for all the really nice people in the world who find it just too difficult to…