Most successful negotiators recognize that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. Whether or not you choose to use these tactics, it is vital to understand:
• Tactics work
• They can be being used on you and can be used by you
• Once they are recognized as tactics, their effects are reduced, or eliminated
You may feel that there is no need, in your particular case, to negotiate or resort to tactics. In negotiation, this is a matter of personal choice.
In general, tactics are used to gain a short-term advantage during the negotiation and are designed to lower your expectations of reaching a successful conclusion.
There are many tactics available to negotiators, for example .....
It is important in negotiation to react verbally and visually when offers are made.
You may have seen the more theatrical negotiators hang their heads in despair, or accuse you of being unfair and souring a perfectly good relationship, when you present your proposal. Human nature is such that we can believe and accept these outbursts against us - our negotiating position becomes weaker as a result.
Ensure, the next time you are in a negotiation, that you react to the other party's offer. If you show no reaction, they may be tempted to ask for more and more and you will lose the initiative in the negotiation. Also, it is almost certain that their opening offer is higher than the figure for which they are prepared to settle, so it is important that you clearly signal your unwillingness to accept the opening position.
If you reach the point below which you will not go, it is important that you show this with your body language. News readers, when they have finished reading the news, have a habit of picking up their script and tidying up their papers. This tells the world that they have finished their task and are preparing to leave.
Similarly, when you make your final offer, it can be very powerful to collect your papers together and indicate with your body that it really is your final offer. Put your pen away, sit back in your chair and remain silent. Look concerned and keep quiet.
If your voice says 'final offer', but your body is saying 'let's keep talking', the other party will disregard what you say and keep negotiating.
Tomorrow, I am running a follow-up presentation to the Masterclass I provided last month. In particular, I will be focusing on "Tactics, tricks, and threats" such as:
• The monkey on the back
• The use of higher authority
• The good guy and the bad guy
• The use of silence
• The vice
• The power of legitimacy
• And finally - the low key approach
Why not join me?
Tuesday November 2nd 2010 12 NOON EASTERN
You can register for free here