| Everyone uses negotiation tactics to get what | | | | Tactic #5: The Red Herring |
| they want, whether they’re haggling over | | | | This technique comes from fox hunting |
| the price of an item in a garage sale or discussing | | | | competitions, where one team drags a dead fish |
| potential salary with a future employer. Most of | | | | across the fox’s path to distract the other |
| the time, when you enter a negotiating situation | | | | team’s dogs. At the bargaining table, a red |
| you can expect the other party to use certain | | | | herring means one side brings up a minor point to |
| maneuvers to tip the scales in their favor. For | | | | distract the other side from the main issue. |
| example, you can expect a potential employer to | | | | Effective and ethical negotiators generally agree |
| offer you less money than they are actually willing | | | | that this tactic is the sleaziest of them all. |
| to pay to give themselves negotiating room. And | | | | When your negotiation process is bogged down |
| a buyer will usually act surprised at your stated | | | | with a minor problem, and your counterpart insists |
| price, no matter how reasonable it may be, to | | | | on settling it before they’ll even talk about |
| pressure you into lowering it. | | | | more important issues, then you are probably |
| Everyone uses these tactics, but that | | | | dealing with a red herring. In this case, use |
| doesn’t mean that negotiations | | | | extreme caution, and suggest setting the issue |
| can’t be fair. Some tactics are acceptable, | | | | aside temporarily to work out other details. |
| while others are downright sleazy. Tactics are | | | | Tactic #6: The Trial Balloon |
| part of the process, and you can use them and | | | | Trial balloons are questions designed to assess |
| still maintain your negotiations on an honest level. | | | | your negotiating counterpart’s position |
| In other words, the use of tactics doesn’t | | | | without giving any clues about your plans. For |
| necessarily mean tricking or manipulating people. | | | | example, you may ask your counterpart, |
| Some tactics are simply tools to expedite the | | | | “Would you consider trying our services on |
| negotiation process; others are used to take | | | | a temporary basis?” or “Have you |
| advantage of the other person. To be successful | | | | considered our other service plans?” |
| in sales and business, you must be able to | | | | Essentially, these types of questions put the ball in |
| differentiate between the fair and unfair | | | | your counterpart’s court, and the nice part |
| negotiation tactics so you can use the good ones | | | | about them is they aren’t really offers. |
| to your advantage and deflect the questionable | | | | They allow you to gain information without |
| ones. Consider the following ten negotiation tactics | | | | making a commitment. |
| and the methods you can use to deflect them: | | | | When you’re on the receiving end of a trial |
| Tactic #1: The Wince | | | | balloon question, you may feel compelled to |
| The wince can be explained as any overt | | | | answer it thoroughly. To maintain your edge, |
| negative reaction to someone’s offer. For | | | | resist this temptation and counter with another |
| example, you might act stunned or surprised | | | | question. For example, if someone asks, |
| when your negotiating counterpart names their | | | | “Would you consider financing the house |
| terms. This tactic tells your counterpart that you | | | | yourself?” respond, “Well, if I did, |
| know your limits, which isn’t under-handed | | | | what would your offer be?” |
| or dishonest. And wincing at the right time can | | | | Tactic #7: Low-Balling |
| potentially save you thousands of dollars. Keep in | | | | Low-balling is the opposite of the trial balloon. |
| mind that when deals are negotiable, your | | | | Instead of tempting you to make the first offer, |
| counterpart will start high. | | | | your counterpart will open the process with a |
| Of course, you won’t always be the | | | | fantastic offer. Then after you agree, they start |
| wincer. Many times, especially in the sales | | | | hitting you with additional necessities. |
| profession, you’ll be on the receiving end | | | | For example, say you see an ad for a product |
| of the wince. In this case, you can counter with | | | | priced lower than other stores. But then after you |
| the next tactic. | | | | agree to buy, the sales representative uncovers |
| Tactic #2: Silence | | | | the hidden costs, such as shipping or installation. In |
| In the negotiation process, silence can be your | | | | the end you probably pay more than you would |
| strongest tool. If you don’t like what your | | | | have at another store listing a higher price on the |
| counterpart has said, or if you’ve made an | | | | product. To avoid falling victim to this tactic, ask |
| offer and you’re waiting for a response, | | | | your counterpart about additional costs before |
| just sit back and wait. Most people feel | | | | agreeing to any deal. |
| uncomfortable when conversation ceases, and | | | | Tactic #8: The Bait-and-Switch |
| they start talking automatically to fill the void. | | | | Similar to low-balling, the bait-and-switch tactic |
| Almost without fail, your counterpart will start | | | | should be avoided. Your counterpart may try to |
| whittling away his or her position when you use | | | | attract your interests with one great offer, but |
| this tactic. | | | | then hook you with another mediocre one. This |
| So what if you find yourself negotiating with a | | | | tactic will almost always burn you, unless you can |
| person who understands the importance of | | | | recognize it. If your counterpart were really able |
| silence as well as you? Rather than wasting time | | | | to offer a genuinely good deal, they |
| in silence, restate your offer. Don’t make | | | | wouldn’t have to resort to bait-and-switch. |
| suggestions; just repeat your terms. This | | | | Tactic #9: Outrageous Behavior |
| maneuver forces the other person to respond, | | | | Outrageous behavior can be categorized as any |
| and more often than not, they respond with a | | | | form of socially unacceptable conduct intended to |
| concession. | | | | force the other side to make a move, such as |
| Tactic #3: The Good Guy/Bad Guy Routine | | | | throwing a fit of anger or bursting into tears. As |
| This sleazy tactic is often used in movies, where | | | | most people feel uncomfortable in these |
| two detectives are interrogating a person | | | | situations, they may reduce their negotiating |
| who’s just been arrested. One detective | | | | terms just to avoid them. |
| seems unreasonable and inflexible, while the other | | | | However, the most effective response to |
| tries to make it look like he or she is on the | | | | outrageous behavior is none at all. Just wait for |
| suspect’s side. This tactic is designed to | | | | the fit to die down before reacting, because |
| get you to make concessions without the other | | | | emotional negotiations can result in disaster. |
| side making any in return. | | | | Tactic #10: The Written Word |
| If you find yourself in a good guy/bad guy | | | | When terms of a deal are written out, they often |
| situation, the best response is to ignore it. | | | | seem non-negotiable. For example, when was the |
| Recognize this game for what it is, but | | | | last time you negotiated a lease, or a loan, or |
| don’t play along and don’t allow the | | | | even a service contract that was typed up in |
| good guy to influence your decision. The best | | | | advance in an official-looking document? You |
| technique is to let your counterparts play their | | | | probably assumed these deals were |
| game, while you watch out for your own | | | | non-negotiable, and for some reason most people |
| interests. | | | | make the same mistake of accepting terms that |
| Tactic #4: Limited Authority | | | | appear in writing. |
| This tactic is a variation on the good guy/bad guy | | | | The best defense against this tactic is simply to |
| routine, but instead of two people working over | | | | question everything, whether it appears in writing |
| you, the one person you’re dealing with | | | | or not. You’ll inevitably run into some |
| tells you that he or she must approve any deals | | | | standard, non-negotiable documents, but it never |
| with an unseen higher authority. Sometimes, this | | | | hurts to ask questions. You may be surprised |
| higher authority exists, but other times your | | | | how many contracts actually are negotiable when |
| counterpart will create this figure to gain an edge | | | | challenged. |
| in the negotiation process. | | | | Better Negotiations in the Future |
| So just because your counterpart tells you, | | | | People have used these ten negotiation tactics for |
| “It’s out of my hands,” | | | | years, but that doesn’t mean they are |
| don’t automatically assume the person is | | | | always fair. So before you rush into your next |
| being honest. In this type of situation, two options | | | | negotiation situation, make yourself aware of |
| exist: one, ask to deal directly with this so-called | | | | these tactics and how they affect the process. |
| higher authority; or two, test the limits of your | | | | When you learn the uses and defenses of these |
| counterpart. You may find that although the other | | | | negotiation techniques, you can reach more |
| person has used this tactic to force you into | | | | mutually beneficial agreements and win more sales |
| backing down, if you keep at him or her, you | | | | on better terms. |
| may get what you want. | | | | |