The purpose of a negotiation tactic is to have the other person move from his or her position without moving from your position. As a professional negotiator, the tactics must be memorized so you not only learn their applications, but also how to deflect a tactic when it is used against you.
1. THE WINCE
An overreaction to the action of the counterpart
They say the price is $25,000. You make a face (the wince), overreact, and say, "$25,000! You’re kidding!" Remain perfectly silent, and the counterpart now will defend or immediately drop his price.
The most fundamental rule with Application of the Tactics is: Never accept the first offer.
As a buyer, if the seller accepts your first offer, you will always feel you could have done better or something must be wrong. As a seller, you are left feeling you left money on the table.
COUNTER TACTICS TO THE WINCE:
Plan your concessions and always start high on price. By prearranging your concessions and knowing in advance how far you are willing to drop, you will still get what you want even if you end up at your ultimate "fall-back" position.
Silence, and let the airwaves fill with concessions.
The most powerful tactic of all in a negotiation is the ability to remain silent
“The only pressure you are allowed to use in a sales presentation is the pressure of silence after you have asked a closing question.” Brian Tracy
“Whenever you ask a closing question, shut up. The first person that speaks, loses.”
J. Douglas Edwards
COUNTER TACTIC TO SILENCE: Silence.
3. OUTRAGEOUS BEHAVIOR
Surrendering to the counterpart’s position by using fear as a tactic
Unscrupulous and childish negotiators understand people will succumb to fear. Therefore, they practice outrageous behavior by slamming their notebooks, throwing their pencils across the room, or simply raising their voices. Realize that the number one reason a negotiation fails is because both parties become emotional and an impasse results. You cannot meet outrageous behavior head on.
COUNTER TACTICS TO OUTRAGEOUS BEHAVIOR:
Time-out: Side-step outrageous behavior by taking a break.
Set-aside: "This is obviously a sensitive issue. Why don’t we set this aside, discuss the other issues and return to this point later?"
Feel, felt, found: "I understand how you feel. Others have felt the same way, but after consideration, here is what they found."
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