it is crucial for both sides to understand the other's viewpoint
emotions
negotiation can be a frustrating process
communications
negotiators may not be speaking to each other, but may simply be grandstanding for
their respective constituencies
establish a BATNA
The Best Alternative To a Negotiated Agreement
stonewalling
this occurs when one side has no intention of reaching an agreement unless there is an
irresistible offer.
good samaritan
the other side is using this technique when it acts as if it is doing you a favor or making
a great sacrifice with its offer in order to put you off guard and persuade you to
accept it
opposition negotiation tactics
stonewalling, good samaritan, take it or leave it, splitting the difference, nickel and
dime, good/bad cop, pity me, piece-by-piece, total package, refusal to negotiate,
status, escalating demands, divide and conquer, defense, win/win
take it or leave it
when the other side has made its final offer and says it will no longer negotiate
this involves offering to cut the dollar difference in half, thus avoiding the discussion of
the details of the deal
nickel and dime
the other side wants to negotiate each and every point
good/bad cop
this tactic is used to elicit feelings of sympathy and understanding in order to get
concessions
pity me
this tactic is designed to rely on the sense of fair play and make it hard to walk away
piece-by-piece
this tactic is used to negotiate each item of a contract
total package
this tactic is used when an offer is acceptable, but one or two major elements still need
to be negotiated.
refusal to negotiate
in this tactic the other side wants a concession even to talk
status
sometimes the party you are negotiating with is perceived to have a higher status,
such as when the president of a company personally negotiates with a buyer.
extreme demands may be made to persuade you to lower your expectations for a
final agreement.
divide and conquer
this is used to persuade various members of the team to accept the opposition's
position
defense
this tactic tries to keep the other side on the defensive
negotiation tactics
win/win, spiraling agreements, changing of position, gathering information, making
the cake bigger
win/win
the goal of principled negotiation is that the interests of both parties are satisfied
spiraling agreements
begin by reaching a minimum agreement even though it is not related to the
objectives and build, bit by bit, on this first agreement
changing of position
formulate the proposals in a different way, without changing the final result
gathering information
ask for information from the other party to clarify their position
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