How to Overcome the Top Ten negotiating tactics

Everyone uses negotiation tactics to get what they want, if they are haggling over the price of an item in a garage sale or discussing potential salary with a prospective employer. Most of the time, when you enter a negotiating situation you can expect the other party to use certain maneuvers to tip the scales in their favor. For example, you can expect a potential employer to offer less money than they are actually willing to pay to give themselves negotiating room. And a buyer usually act surprised at the price indicated, no matter how reasonable, the pressure is lowered into it.

Everyone uses these tactics, but this does not mean that negotiations can not be fair. Some tactics are acceptable, while others are decidedly shabby. The tactic is part of the process, and you can use and still keep the negotiations at honestly. In other words, the use of tactics does not necessarily mean deceive or manipulate people.

Some tactics are simply tools to expedite the negotiation process, others are used to exploit the other person. To succeed in sales and business, you should be able to distinguish between fair and unfair negotiation tactics so you can use the vouchers to your advantage and deflect the most questionable. Consider the following ten negotiation tactics and methods you can use to divert them

Tactic # 1: The Wince

The face can be explained as any overt negative reaction to the offer of someone. For example, you might act stunned or surprised when your negotiating counterpart names their terms. This tactic tells his colleague that you know your limits, that is not under-handed or dishonest. And grin at the right time can potentially save you thousands of dollars. Keep in mind that when deals are negotiable, your counterpart will start high.

Of course, there will always Wincer. Many times, especially in the sales profession, you will be on the receiving end of WinCE. In this case, can be counteracted by the tactic later.

Tactic # 2: Silence

In the negotiation process, silence can be your strongest tool. If you do not like what your counterpart has said, or if you made an offer and is waiting for an answer, just sit back and wait. Most people feel uncomfortable when conversation ceases, and they start talking automatically to fill the void. Almost without fail, your counterpart will start erosion of its position when using this tactic.

So what if you are negotiating with someone who understands the importance of silence as you? Rather than wasting time in silence, restate your offer. Do not make suggestions, simply repeat the words. This maneuver forces the other person to respond, and in most cases, meet with a license.

Tactic # 3: The Good Guy / Bad Guy Routine

This sleazy tactic is often used in movies, where two detectives are questioning a person who has just been arrested. One detective seems unreasonable and inflexible, while the other tries to make it appear that he or she is from the suspect. This tactic was designed to go to make concessions without the other side making any in return.

If you are in a good guy / bad guy situation, the best response is to ignore it. Recognize this game for what it is, but not at the game and not allow the good guy to influence your decision. The best technique is to let your counterparts play their game, while watching out for their interests.

Tactic # 4: Limited Authority

This tactic is a variant of the good guy / bad guy routine, but instead of two people working on you, the only person you deal with her saying that he or she must approve all offers with greater authority Invisible . Sometimes, this authority longer exists, but other times the other party to create this figure to gain an edge in the negotiation process.

So, just because your counterpart tells you: "It 's out of my hands," does not automatically assume the person is being honest. In this type of situation, there are two options: one, ask to deal directly with this so-called higher authority, or two, test the limits of your counterpart. You may find that even if the other person has used this tactic to force you to pull back, if you keep him or her, you can get what you want.

Tactic # 5: The Red Herring

This technique comes from fox hunting competitions, where one team drags a dead fish across the fox's path to distract the dogs of the other team. At the bargaining table, a red herring means one side brings a minor point to distract the other side of the main problem. Effective and ethical negotiators generally agree that this tactic is the sleaziest of all.

When the negotiation process is bogged down with a minor problem, and its counterpart insists on settling the first will still talk about important issues, then you are probably dealing with a false trail. In this case, use extreme caution, and suggest the setting of the problem by temporarily working out other details.

Tactic # 6: The Trial Balloon

Trial balloons are questions designed to assess the position of its counterpart in negotiation, without giving any clue about your plans. For example, you may ask your counterpart, "We recommend trying our services on a temporary basis?" Or "Have you thought about our plans for other services?" Essentially, these types of questions put the ball in your counterpart 's court, and the nice part about them is that they are not really offers. They allow you to obtain information without obligation.

When you're on the wrong side of a trial balloon question, you may feel obliged to respond well. To stay ahead, resist this temptation and counter with another question. For example, if someone asks: "Would you consider financing the house yourself?" Answer: "Well, if I did, what would your offer be?"

Tactic # 7: Low-Balling

Low-balling is the opposite of the ballon d'essai. Instead of groped to make the first bid, the counterparty will open the process with a fantastic deal. Then, after you agree, they start hitting you with additional needs.

For example, say you see an ad for a product priced lower than other stores. But then, after you agree to buy, the representative reveals the hidden costs such as transport or installation. Likely to end up paying more than you could have another store listing a higher price on the product. To avoid falling victim to this tactic, ask your counterpart to additional costs before accepting any deal.

Tactic # 8: The Bait-and-Switch

Similar to low balling, the bait-and-switch tactic should be avoided. Your counterpart may groped to attract your interests with a great offer, but then hook you with another mediocre. This tactic almost always to burn, unless it can be recognized. If your counterpart were really able to offer a really good deal, would not have had to resort to bait-and-switch.

Tactic # 9: Outrageous Behavior

Scandalous behavior can be classified as any form of socially unacceptable behavior in order to force the other side to make a move, such as throwing a fit of anger or tears. Like most people feel uncomfortable in these situations, can reduce negotiating terms just to avoid them.

However, the most effective response to outrageous behavior is nothing. Just wait for the adaptation to die down before reacting, because emotional negotiations can result in a disaster.

Tactic # 10: The written word

When the terms of agreements are written, which often seem non-negotiable. For example, when was the last time you negotiated a lease, or loan, or even a service contract that was entered in advance in an official-looking document? You probably assumed these deals were not negotiable, and for some reason most people make the same mistake of accepting terms that appear in written form.

The best defense against this tactic is simply to question everything, if it appears in written form or not. You will inevitably run into some standard, non-negotiable documents, but it never hurts to ask questions. You may be surprised how many contracts are negotiable, when in fact disputed.

Best in future negotiations

People have used these tactics to negotiate for ten years, but this does not mean they are always fair. So, before you rush into your next negotiation situation, to take cognizance of these tactics and how they affect the process. When you learn the uses and defenses of these negotiation techniques, you can reach more mutually beneficial agreements and win more sales on better terms.

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