September 26th 2008 03:43 am
Tactics for nitty-gritty of Negotiation
If strategy is the long view of a negotiation, then tactics are its here-and-now. They are about the nitty-gritty of negotiation;they are about the actions that we take and the reactions that we have. For that reason, many of them are negotiation-specific. That is to say that they relate to the circumstances and rhythms of a particular negotiation — rather than to all negotiations. But, whatever their content might be and whenever they are used, these tactics all have one characteristic: that to be effective they must be complementary to, and/or compatible with, your chosen strategy. If they fall at this hurdle then your use of them runs the risk of being disruptive, of interrupting, breaking up the rhythms of your negotiating. So count to ten before you react to the other side’s actions and take care that the actions you take are thoughtful and compatible with your overall strategy.
Here are some examples:
| TACTIC |
1 COMMENTS |
| If you’re selling, start high then trade down,
And if you’re buying start low then trade up |
It is almost impossible to trade up
or down later |
| Don’t exaggerate | Exaggerated facts can prove embarrassing – later |
| When you’ve got an agreement – leave | Hanging about can lead to second thoughts |
| Respect the other side’s conventions | When in Rome do as the Romans do |
| Keep your word | Not doing what you’d said you’d do leads to doubt and doubt leads to mistrust and mistrust doesn’t lead to agreement |
| Take a pause | Pauses are powerful. They can:
* help you keep your cool make you appear thoughtful slow things down |
| Get their shopping list before you start bargaining | It is easier to sell when you know what they want to buy |
| Never give a concession – always trade it | What’s not paid for in some way is never valued |
| Leave the other side feeling that they’ve got as good a deal as you have | Next time you’ll both get an even better deal |
| Deadlines are always negotiable | Time can be elastic |
| Stress the advantages of your offer | Advantages are always better than costs |
| Use emotion consciously but honestly | Instant emotional reactions can sink your strategy and most of us can smell a false one a mile away |
| Make use of silence | Silence can be thoughtful or a considered response to aggression or an unacceptable offer |
| Be realistic | Don’t expect perfection |
| Don’t push too hard | This can lead to deadlock and stalemate |
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