10 Negotiating Tactics

10 Negotiating Tactics

1. Tactic #1: The Wince: The wince can be explained as any overt negative reaction to someone's offer. For example, you might act stunned or surprised when your negotiating counterpart names their terms

2. Tactic #2: Silence: In the negotiation process, silence can be your strongest tool. If you don't like what your counterpart has said, or if you've made an offer and you're waiting for a response

3. Tactic #3: The Good Guy/Bad Guy Routine: This sleazy tactic is often used in movies, where two detectives are interrogating a person who's just been arrested

4. Tactic #4: Limited Authority: This tactic is a variation on the good guy/bad guy routine, but instead of two people working over you, the one person you're dealing with tells you that he or she must approve any deals with an unseen higher authority

5. Tactic #5: The Red Herring: This technique comes from fox hunting competitions, where one team drags a dead fish across the fox's path to distract the other team's dogs

6. Tactic #6: The Trial Balloon: Trial balloons are questions designed to assess your negotiating counterpart's position without giving any clues about your plans

7. Tactic #7: Low-Balling: Low-balling is the opposite of the trial balloon. Instead of tempting you to make the first offer, your counterpart will open the process with a fantastic offer

8. Tactic #8: The Bait-and-Switch: Similar to low-balling, the bait-and-switch tactic should be avoided. Your counterpart may try to attract your interests with one great offer, but then hook you with another mediocre one

9. Tactic #9: Outrageous Behavior: Outrageous behavior can be categorized as any form of socially unacceptable conduct intended to force the other side to make a move, such as throwing a fit of anger or bursting into tears

10. Tactic #10: The Written Word: When terms of a deal are written out, they often seem non-negotiable. For example, when was the last time you negotiated a lease, or a loan, or even a service contract

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