As we have been discussing, the fundamental negotiation tactics must be memorized so you not only learn their applications, but also how to deflect a tactic when it is used against you. Here are the final three fundamental tactics:
Additions to agreement at the conclusion of the deal
After the principal agreement is almost complete you hear, "Oh, by the way…" or "This will include______, won’t it?" Your counterpart realizes that, out of fear, you have come so far and you don’t want the deal to fall apart. You are at your most vulnerable state and may be willing to offer added concessions.
COUNTER TACTIC TO NIBBLING:
Say, "You’ve been grinding on me all day, you’re not going to insult me by asking for more, are you?"
You have successfully negotiated to the bottom line, and there’s no more room.
Use the Trade Off.
11. THE TRADE OFF
If I do that for you, what will you do for me?
Any time you make a concession, ask for one in return. This will elevate the value of the concession, and trading off stops the grinding away process. Your counterpart will eventually realize if he constantly keeps asking you for concessions, you will constantly keep asking him for concessions.
12. IN WRITING
Learn to negotiate on paper.
Don’t think it; ink it. Delegate to document, and when negotiating present any key benefits, warranties, and assurances in writing. People naturally believe the written word over the spoken word.
COUNTER TACTIC TO IN WRITING:
Ask, "Where did that information come from?"