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Common Negotiation Tactics Cheat Sheet (DRAFT) by [deleted]

Common Tactics used in negotiations

This is a draft cheat sheet. It is a work in progress and is not finished yet.

Introd­uction

Here are 10 popular negoti­ation tactics can shrink your margins. They can also boost your profits. To ensure it’s the latter read this list and keep as a handy reference guide.
Learn more at SPASIGMA’s one-day seminars lead to negoti­ation mastery.
http:/­/go.sp­asi­gma.co­m/n­ego­tiation

Negoti­ation Tactics

Tact­ics
The Defini­tion
Exam­ple
THROWING JUNK
Inform­ation that is delivered tactically to weaken the other party’s position.
“Well, the seats aren’t in great condition. I’m not crazy about the color either.”
PERS­UAS­ION
Cause the other party to do something through reasoning or argument.
“We need to evaluate this decision from a total cost of ownership standp­oint.”
COMP­ETI­TION
A tactically delivered threat of doing business elsewhere.
“You’re quite a bit higher than the compet­ition.”
THE FLINCH
A tactically delivered negative reaction to the other party’s position as a means to increase their satisf­action with the outcome.
Whoa, I must have misheard you. $70 per unit?!”
THE SQUEEZE
A tactically planned statement that directly targets your opponent’s insecurity about their own pricing or position.
“I like you, but I need you to do better than that.”
DEAD­LINE
A time pressure that is tactically aimed to affect the choices the other party makes, resulting in a more favorable position for yourself.
“I need your best offer by 5pm.”
FIRM POSITION
Strate­gically deadlo­cking in order to test the other party’s position.
“It sounds like we won’t be able to agree on terms. I appreciate your time.”
LIMITED or NO AUTHOR­ITY
Strate­gically displaying a lack of authority in a given negoti­ation in order to gain leverage.
“I’ve been instructed not to do a penny more than $67 per unit on this SKU.”
SILE­NCE
Strate­gically using silence as a means to increase as well as protect leverage.
“[Cric­kets]”
THE NIBBLE
A small, seemingly insign­ificant conces­sion. Usually made at the very end of a negoti­ation.
“Okay great, now just agree to split the marketing costs and I can sign off.”