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".

10. Pickpocket

Deliberately take a little extra post agreement e.g. pay late or change specification.

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How Well Do You Speak the Language of Negotiation?

I can speak 3 languages. English, French and negotiation. English is my native tongue, but I had to learn and practice for many years to speak a decent level of French. At some point invariably, I stopped practicing and speaking it and I am now rusty to say the least. I am however fluent in the language of negotiation as for the last 10 years I’ve studied, practiced, executed and taught it daily. We are all capable of speaking this language. The question is how well?

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