Week 1 negotiator
Negotiating Techniques
1. Forbearance
Waiting in Haste
Don’t talk (you might give away info)
Not responding quickly gives time to think and allows your decision to change if needed
2. Silence
If you’re silent you can listen to what the other person has to say
Need to find the right balance between talking and being silent
3. Surprise
Used when trying to make a point
Change the tone of your voice, rate of speed when talking
4. Fait Accompli
What was made was already accomplished
5. Apparent withdrawal
Pretend that you are going to withdraw from the negotiation
This will cause the other side to scramble to make a deal because they did not want to leave without a deal
6. Reversal
You can go forward by going backward
You act in opposition to what may be considered to be the popular trend or goal
Timing has to be perfect
7. Probing/Testing
Attempts to acquire additional information
Pry for more details, and seek deeper clarification are the stuff that probing/ testing is made of
Can help you to identify the other party’s goals
That the words you use don’t intimidate, undermine criticize, offend or cause the other party to be defensive
8. Setting Limits
When someone states he will negotiate only under certain conditions, in a certain location, at a certain time, or in a certain manner.
Could also be when a party limits the venue of the negotiation so that they communicate only through their agent, or some other third party.
9. Feinting
Look to the right, go to the left
Convince another person that you have greater knowledge or more information on a subject than you actually have.
10. Association
Used when a party advises you that a group, company, association, or other party whom you know and respect well has previously done business with them
11. Disassociation
Is the opposite of association
One party tries to belittle, discourage, or ruin another party by linking them with someone or something undesirable
12. Crossroads
Several paths intersect, entwine, or
1. Forbearance
Waiting in Haste
Don’t talk (you might give away info)
Not responding quickly gives time to think and allows your decision to change if needed
2. Silence
If you’re silent you can listen to what the other person has to say
Need to find the right balance between talking and being silent
3. Surprise
Used when trying to make a point
Change the tone of your voice, rate of speed when talking
4. Fait Accompli
What was made was already accomplished
5. Apparent withdrawal
Pretend that you are going to withdraw from the negotiation
This will cause the other side to scramble to make a deal because they did not want to leave without a deal
6. Reversal
You can go forward by going backward
You act in opposition to what may be considered to be the popular trend or goal
Timing has to be perfect
7. Probing/Testing
Attempts to acquire additional information
Pry for more details, and seek deeper clarification are the stuff that probing/ testing is made of
Can help you to identify the other party’s goals
That the words you use don’t intimidate, undermine criticize, offend or cause the other party to be defensive
8. Setting Limits
When someone states he will negotiate only under certain conditions, in a certain location, at a certain time, or in a certain manner.
Could also be when a party limits the venue of the negotiation so that they communicate only through their agent, or some other third party.
9. Feinting
Look to the right, go to the left
Convince another person that you have greater knowledge or more information on a subject than you actually have.
10. Association
Used when a party advises you that a group, company, association, or other party whom you know and respect well has previously done business with them
11. Disassociation
Is the opposite of association
One party tries to belittle, discourage, or ruin another party by linking them with someone or something undesirable
12. Crossroads
Several paths intersect, entwine, or