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 isn't true, to structure 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 them e.g. 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 look up and snigger.

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 no where near realistic".

10. Pickpocket. 

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

Seneste Blogg (Engelsk) :

Savage and Goliath

I have gone from screaming rage to smug and calm in 24 hours. And I am glowing from what feels like a moral victory. But actually, what I have achieved is simply fairness. My adversary has not so much submitted, as seen a situation through a different lens, and shown some humility. My prize? An apology and £57.67 back. That’s all. The trophy though has been extricated from the UK’s largest utility company (not that I should name names), a £28 billion+ UK based company no less. This is no silver bullet for taking on the big guys, the Goliaths of this world. But there is a lesson or two to consider, to improve your chances, that we teach on our negotiation skills courses.

Seneste Tweet (Engelsk):

Scotwork Scandinavia Norway
Vækerøveien 128R
0383 Oslo

Norway
+45 70 27 20 47
info.no@scotwork.com
Følg oss
cpd.png
voty2016_sign_gold.png