Category Archives: Negotiating Tactics

Summary: Taking a break from a negotiation can sometimes be the best thing for both counterparts. You may want to just use the restroom, let tension disperse, or locate additional information before making a decision….

Summary: Taking action first, asking for forgiveness later. Fait Accompli is a tactic described by Gerard I. Nierenberg. The phrase is French for “accomplished fact,” and refers to a deed that is already done-and is…

Summary: Feigning ignorance to test a counterpart’s honesty and the accuracy of his information. Playing Stupid sometimes pays off. You may ask a question even when you already know the answer in order to verify…

Summary: Asking questions to clarify a counterpart’s position on issues. Some authors on negotiation encourage readers to ask only questions to which they already know the answers. Although we agree that you may not want…

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…