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10 Dirty Negotiation Tactics and How to Beat Them : Lifestyle :: American Express OPEN Forum

March 8, 2012

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“Great job with interesting analogies. A calm, ...”

Julie Rains

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Every business owner needs to learn how to negotiate. It's important to recognize when tactics are being used in an attempt to best you in a negotiation.

Here's how to spot 10 tactics that many negotiators use. These have nothing to do with the win-win successful agreements of a good negotiation. Learn what to do when somebody pulls these tricks. Awareness of these tactics can strengthen your own negotiation skills.

1. Left at the altar - The other party feigns backing out of a deal just before you are ready to complete the agreement. Hoping the tactic brings the other party closer to their position, the tactic often yields 11th-hour concessions.

   Your countermeasure: Don't fall for the bait. Let the deal drop and go through a quiet period. Try resurrecting the deal after no less than 30 days, or when the other party calls you. At that point, it will be your turn to get concessions.

2. Making balloon futures - The other party forecasts future sales growth, which is accelerated from historic averages. This is similar to the "call-girl principle," in which a service is worth more before it's performed.

   Your countermeasure: Base your decision or price only on past history. Make future bonuses or payouts available if accelerated growth actually happens.

3. Calling a higher authority - The other party says that they are unable to make a final decision or won't tell you who the final decision maker is.

   Your countermeasure: Stop negotiating until you are discussing directly with that decision maker. You are wasting your time and energy.

4. Crunch time - The other party applies a lot of pressure by saying, "that's nonsense, you have to do much better than that."

   Your countermeasure: Use the "flinch" tactic, showing shock and amazement that this issue has been raised. Repeat the offer you just made.

5. Bring in the dancer - This is when a member of the other party talks for a long time without saying anything substantive to the real issues. This is usually intended as a distraction. This can also be a snow job, bringing in unnecessary data to support the other party's position.

   Your countermeasure: Ask, "specifically, what does this have to do with what we are talking about?" Rep

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