Dams, Bridges, Towers, Mining and other structural projects. Nearly all of the specialized components included in Sales negotiation skills’s catalog of products are produced by other Ulven Companies, all of which are located on the same industrial campus in Hubbard, Oregon. With such tactical logistics, Houston Structures Inc. Learn to spot negotiation tactics that an opposite party uses to gain advantage at the expense of win-win agreements.
Save when you book your next trip online with American Express Travel. Select from over 35 designs. Every business owner needs to learn how to negotiate. Here’s how to spot 10 tactics that many negotiators use. These have nothing to do with the win-win successful agreements of a good negotiation. Learn what to do when somebody pulls these tricks.
The other party feigns backing out of a deal just before you are ready to complete the agreement. Hoping the tactic brings the other party closer to their position, the tactic often yields 11th-hour concessions. Don’t fall for the bait. Let the deal drop and go through a quiet period.
Try resurrecting the deal after no less than 30 days, or when the other party calls you. At that point, it will be your turn to get concessions. The other party forecasts future sales growth, which is accelerated from historic averages. This is similar to the “call-girl principle,” in which a service is worth more before it’s performed. Base your decision or price only on past history. Make future bonuses or payouts available if accelerated growth actually happens.
The other party says that they are unable to make a final decision or won’t tell you who the final decision maker is. Stop negotiating until you are discussing directly with that decision maker. You are wasting your time and energy. The other party applies a lot of pressure by saying, “that’s nonsense, you have to do much better than that. Use the “flinch” tactic, showing shock and amazement that this issue has been raised. Repeat the offer you just made.
This is when a member of the other party talks for a long time without saying anything substantive to the real issues. This is usually intended as a distraction. This can also be a snow job, bringing in unnecessary data to support the other party’s position. Ask, “specifically, what does this have to do with what we are talking about? Repeat several more times if necessary. The opposite party attempts to reopen points from the negotiation after agreement has been reached. This is also called “forgotten issue.
Call them out for breaking the agreement. Two people for the other party team up against you at the same time. If you can’t handle the pressure, get someone to join you or ask to negotiate with only one person at a time. A really mean negotiator that doesn’t care if the your side gets anything out of the deal. This is the opposite of win-win. Ask for someone else to negotiate with and don’t start again until your request is granted.
Deliberately walking out of a negotiation to show disinterest. If they do not come back, leave. Do not call them for a month. These are people that talk a lot with no real experience in a particular area. Do the research so you have the facts to question their experience and data. What dirty tactics have you experienced and what did you do about it?
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We recognize that negotiation is not a competitive sport, that unless the parties collaborate to reach agreement, even short-term solutions may fall apart. TNSC’s copyrighted preparation tool has been found to save four hours of negotiation time for every fifteen minutes devoted to the use of the tool. Each program is customized to address the interests of our organizational clients and the individual participants. TNSC undertakes extensive follow-up with all participants in our courses, with contact every month and detailed document follow up twice in the first year following each program.