Category Archives: Negotiating Tactics

Summary: Encouraging any partner interested in buying out another partner’s interest to make a fair and reasonable offer. Example Two business partners enter a buy-sell agreement that Establishes a Fair Starting Point in case either…

Summary: Appearing indifferent to the outcome of a negotiation. With this tactic, one counterpart appears to be uninterested in the outcome of the negotiation. She simply encourages the other counterpart to follow through with the…

Summary: Putting off the decision to have more time for consideration. One of the tactics that can keep the door open in a negotiation is: “I’ll Think About It and Get Back to You Later.”…

Summary: Bringing up information unrelated to the negotiation issues. Some counterparts specialize in inserting a tangent, or side issue, into a negotiation that has absolutely nothing to do with the negotiation being discussed. Example A…

Summary: Repeatedly stating a position and refusing to look at options. One of the most difficult negotiators to deal with is the unilateral thinker who can see only one possible outcome to a negotiation. This…

Summary: Actively listening to a counterpart and empathizing with his feelings. A counterpart who feels you do not understand his feelings, needs, or goals may build up a defensive wall. Breaking through that wall could…

Summary: Asking a counterpart what he would do if the position were reversed. If your counterpart asks for something that is totally unreasonable or does not make good business sense to you, a great question…

Summary: Telling a counterpart to go ahead and act on a “threat” or “challenge” she has issued. Once in a while, one party in a negotiation may say something outrageous in the belief that his…

Summary: Asking a question to redirect the conversation. It may not be in your best interest to answer a counterpart’s question if you do not have enough information to make an educated or appropriate response….

Summary: Apologizing for making a mistake or failing to meet all agreements. The ability to say, “I am sorry,” or, “I made a mistake,” is a strength, not a weakness. When you are humble, your…