Tag Archives: Negotiation Tactics

Summary: Providing the final terms of the negotiation only to change them last minute. A counterpart might use the Scrambled Eggs tactic to confuse you and your decision-making process. Sometimes facts and figures are used;…

Summary: Asking your counterpart for leniency before making their first offer. There are times when you want the best available product or service but do not want to pay the price that the top products…

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…