Negotiating Styles: High Pressure Tactics Used by Negotiators

Topics: Negotiation, Contract / Pages: 4 (755 words) / Published: Mar 25th, 2014
17 Negotiating style
 1) Listed below are the ten most common high-pressure tactics negotiators use. o 1 e) The shock opener = Make a ridiculous initial demand (or offer), but keep a straight face as you make it. This works particularly well on inexperienced opponents. o 2 d) The vinegar and honey technique = Make unreasonable demands early on in the negotiation. When you later 'see reason' and modify your demands, they'll be all the more welcome. o 3 b) The strictly off-limits ploy = Point out at the start that, though you are prepared to negotiate A. B. and C; X, Y and Z are definitely not negotiable. o 4 a) The take-it-or-leave-it challenge = Make it look as though you are ready to leave the negotiating table if your demands are not met, that you are not prepared to move an inch further. o 5 c) The I'll-have-to-check-with-head-office ploy = Having obtained a concession from your opponent, inform them that you need your boss's approval before you can do what they ask in return. o 6 g) The sorry-about-my-English ploy = Pretend not to understand any proposal you don't like the sound of. You'll make your opponent uncomfortable by forcing them to repeat it. o 7 j) The good cop, bad cop approach = One of your team is friendly and flexible, the other unpleasant and unreasonable. Your opponent will want to please Mr/Ms Nice to avoid Mr/Ms Nasty. o 8 h) The once-in-a-lifetime offer = Pressurise your opponent by suggesting that the offer you're making is only for a limited period and if they don't act quickly, they'll miss it. o 9 f) The salami technique = Don't make all your demands right at the start. Make a small demand and get agreement on it before you make the next, and the next o 10 i) The last-minute demand = After the deal has been done, make one modest extra demand in the hope that your opponent will not want to jeopardise1 the agreement for one small detail.
 2) How might you respond to each of the tactics in 1? Can you see any risks in using them

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