Category Archives: Negotiating Tactics

Summary: Giving up all direct communication with a counterpart. This tactic is reserved for the most difficult counterparts, when all other viable strategies have been exhausted. Once in a lifetime you are “blessed” with a…

Summary: Getting to know your counterpart to establish a mutual trust. Although sharks would debate the value of this tactic, being nice and friendly helps build relationships. A counterpart is much more willing to work…

Summary: Increasing penalties if the counterpart does not make a decision. This tactic, which is similar to No More Mr. Nice Guy, is useful when a counterpart starts making unreasonable demands or causing excessive delays…

Summary: Arranging for a counterpart to visit one’s site or the site of another customer. Any time you can get your counterpart to leave her office and visit your site or the operation/installation of one…

Summary: Outnumbering the opposition. Showing up to a negotiation unexpectedly and in large numbers can have tremendous impact. Example A developer goes before the city council to try to get approval for a project. Much…

Summary: Using the power of the relationship with the counterpart to get concessions. Once in a while you may want to remind your counterpart of your long-term relationship or provide some specific details about your…

Summary: Imposing a time limit for making a decision. At any time during a negotiation, either party may Set a Time Limit on agreeing to a particular deal point. But remember, you don’t have to…

Summary: Appealing to a counterpart’s ego. One effective way to gain leverage in a negotiation is to use Flattery or Sweet Talk. When used effectively, flattery has the impact of motivating the counterpart to respond….