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.

Latest Blog:

Negotiating Lessons from the Banking Royal Commission

The Australian Banking Royal Commission has been quite embarrassing with cover-ups, poor conduct and unethical treatment of customers. But it does bring to light key lessons for negotiators. These lessons are particularly true for those who are perceived to hold the balance of power. In other words, if you are negotiating with someone who is seen to have very little power - there is a high chance your actions will come under public scrutiny at some point. It is highly unlikely the banking industry will be the only one to come under scrutiny. All you need to do to come to this conclusion is read the paper to see similar accusations in industries like retail/grocery buying, leasing, franchising, etc.

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