Don’t be caught unprepared by hard bargainers, warn Mnookin, Peppet, and Tulumello in Beyond Winning. Here is their Top 10 list of common tactics to watch out for:
1. Extreme claims followed up by small, slow concessions.
- Don’t let a strong demand “anchor” your expectations. Be clear going in about your own demands, alternatives, and the bottom line – and don’t be rattled by an aggressive opponent.
2. Commitment tactics.
- Your opponent may say that his hands are tied or that he has only limited discretion in negotiating. Make sure that these commitment tactics are real.
3. Take-it-or-leave-it offers.
When you make an offer, wait for a counteroffer before reducing your demands. Don’t bid against yourself.
4. Inviting unreciprocated offers.
- When you make an offer, wait for a counteroffer before reducing your demands. Don’t bid against yourself.
5. Trying to make you flinch.
- Your opponent keeps making demands, waiting for you to reach your breaking point. Don’t fall for it.
6. Personal insults and feather ruffling.
- These personal attacks can feed on your insecurities and make you vulnerable. Grow a thick skin.
7. Bluffing, puffing, and lying.
- Exaggerating and misrepresenting facts can throw you off guard. Be polite but skeptical.
8. Threats and warnings.
- Recognizing threats and oblique warnings as the tactics they are can help you stand up to them.
9. Belittling your alternatives.
- Have a firm sense of your best alternative to a negotiated agreement (BATNA) and don’t let your opponent shake your resolve.
10. Good cop, bad cop.
- One of your opponents is reasonable; the other is tough. Realize that they are working together, and get your own bad cop if you need one.
Márcia Rosa /
I loved the article! I believe in negociation!