TOP 10 NEGOTIATION DIRTY TRICKS
1. Physical intimidation
Psychologically destabilise the other party by sitting close, leaning across the table, sitting in a bigger chair, positioning them with the sun in their eyes.
2. Sow a bad seed.
Drop lots of hints about the strategic context or operational situation that aren't true, to structure the expectations of the other party.
3. Deliberate misunderstanding
Deliberately misinterpret a point to your advantage in the hope that the other party misses it or is too timid to correct it e.g. an incorrect summary.
4. The vow of silence
Refuse to give any information or explain any statement/proposal that you make.
5. Giggling school girl
Undermine the other party's confidence in their position/proposal by passing notes to each other, looking up and sniggering.
6. Good cop, bad cop
Apply psychological pressure with this old classic. The intended effect is that good cop gets incremental concessions as a result of bad cop's behaviour.
7. Chinese water torture
Continuous repetition of the same demand regardless of response (unless it's 'yes') in the hope that you will grind the other party down or at least squeeze extra concessions out of them.
8. Going nuclear
Dismiss relatively small demands with disproportionate sanctions.
9. The shudder
React incredulously to a proposal, "you can't be serious, that's nowhere near realistic".
Deliberately take a little extra post agreement e.g. pay late or change specification.