1.

Tactics of limited competence

The negotiator can get the advantage having the real
or apparent superior, who by not taking participation
in negotiations has in his hands the final decision in
confirming the agreement.
+asymmetry in the number of person who have to be
convinced+the other negotiator has to convince more people(weaker
position)+negotiator is psychologically engaged in the already
reached agreement. Countreaction:
- find the person possessing full power to make the final decision.
-when there is an additional decision-maker, one can demand him
to come to the negotiation table. If is impossible, one should
accept and take it into account while negotiating “the final ?”
agreement.
-threatment of breaking negotiations
2.Come together half-way
when in negotiations seller propose 500 and buyer 300 one of them
proposes to meet in halfway. Experienced negotiator use this when
he knows that his position is weak. Countereaction:
-Demand the explanation of foundations of such an offer.
-If the partner refuses explain the reasons and foundations
of your price proposal then.
3.Demanding sth else
at the end of negotiations near to sing the agreement
one of the negotiators requires little concession.
The main reason is a psychical fatigue. The other negotiator
accepts the additional concession in order to conclude
the contract. But that tactics can bring the revenge
from the former negotiator.„Well, I accept your
proposal but/ under condition …(e.g. you will buy more)”
the negotiator can come to the conclusion that the
other negotiator breaks rules and will want to break
negotiations. If the contract is multiple one, such
a tactics can endanger the confidence between partners.
Counteraction:
1. Use the same tactics (by demanding something else)
2. Turn into joke such a proposal
4.Good and bad policeman
There are two policemen: one is hard and unpleasant,
the other one is soft and kind. Both are simultaneously
interrogating.The first (bad) negotiator begins
Thanks to psychical manipulation the negotiator may
accept the better conditions of the “good negotiator”
to reach the agreement before the bad negotiator starts
talking or coming back, because the negotiations will not go forward.
Counteraction:
1. Refuse negotiating in the presence of “a bad policeman"
2. Name the tactics by its name showing that you know
your partner uses it 3. Use the same tactics
4. Threat of breaking negotiations, talks
5. Funny money (little money)
The tactics relies on the so-called “funny” expression of
prices or values, which are the subject of negotiations.
The aim of this tactics is to diminish (in the eyes of the
other negotiator) the gap between negotiators
Counteraction:
1. Express the total value or price , which you negotiate
6. Policy of done things (pretending to be “naive”).
The user of that tactics does something hoping his partner
will accept it by treating it as: “what has been done can’t
be undone”. Using that tactics the negotiator does what is
good for him without consultation and/or even ignoring
the other negotiator’s interests. He awaits the reaction, hoping
that there will be no reaction. If there is no reaction
(rejection of what he has done), the tactics proves to be
successful. When the partner opposes, raises pretensions,
the user can retreat, withdrawing what has been done,
apologizing and suggesting it was a mistake or misunderstanding.
Counteraction:
1. know whether what has been done cannot be undone
and how meaningful are changes
2. Demand suitable concessions, if results are irreversible(form of compensation)
3. Try to be the person who will prepare the final text of the contract
4. Emphasize that contract in written form must reflect oral settlements in 100%
7. Tactics of rejecting the offer
It’s efficient, when one wants to lead to the end of negotiations
that are in the impasse. By retreating from the offer
we make our partner stop demanding something else. Counteraction:
1. Change your offer as well (taking into account your position)
2. Return to preceding conditions of your offer.
3. Threaten the breaking of negotiations
8. The wolf in the sheep’s skin (the method of lieutenant Colombo)
Negotiators say that they do not have experience in negotiations
and trust their partners. Such behaviour reduces or even eliminates
natural hardness of the other side. “Not experienced negotiator",
under the mask of incompetence, breaks the rules of negotiations
 to obtain new concessions.,Counteraction: 1. Concentrate on
your own aims 2. Reject the preceding tactics of your partner
9. Tactics of the empty wallet
It relies on the emphasis of the wish of the purchase,
which however cannot be accomplished at the proposed prices.
Thus, the partner insists on the price concession
Counteraction: 1. Verify the reliability of the partner,
whether his budget can’t be really changed 2. Propose the cheaper
version of the product or 3. the sale on installments
10. Sell cheaper and get the reputation
That situation can be used by the buyer by demanding some
Concession e.g lower prices. At the beginning the negotiator
asks about the number of similar contracts, which were
already realized, about references or other evidences of
the experience. Then, the buyer insists on deeper price
concessions and the like, stressing that thanks to the
conclusion of the contract, the seller will get the chance
to increase it’s reputation and experience. The buyer tries
to show that he gives the seller the chance to develop
business and enlarge profits.
11. Shocking offer
The negotiator begins from absurd, unrealistic offer so that
to shock the other one and to force him to revise his own position.
Counteraction: 1.Breaking of negotiations2.Demanding of
the explanations of reasons of such an unrealistic offer.
12. Accept or reject
Here is my offer. Accept it entirely or there will be no agreement.
The other negotiator is deprived of the possibility to take a part in
working out the agreement. That tactics can be used by the
negotiator who is conscious of his strong position. Counteraction:
1. Demand the explanation of such an offer.
2. Submit your offer and explain its conditions
1 3. Let’s put it aside for later on
When we see that the partner insists on concessions as to
certain points of the offer and negotiations got in impasse,
we should put that point aside to debate on it later on and
now to concentrate on other less important or less controversial
matters. Getting the agreement in it will create the better climate
to find the solution to other problems. Inexperienced negotiators
try to negotiate the less controversial points to create suitable climate.
Counteraction: 1. Concentrate on your goals and avoid
to be deceived by the climate of euphoria
14. Screwing tight screws (tactics of tightening vice)
That is typical tactics of the self-confident negotiator. After being
presented of the offer, he exerts the pressure to improve it as the
conditions are not acceptable for him. He asks the question „Is it
your best offer? You must make it more attractive.”After getting
the concession he continues pressing on more concessions
by asking similar questions.Counteraction: 1.Demand your partner
to specify his objections as to your proposal.
For example: ask why your partner thinks that the price is too high
15. My problem is your problem
One tries to burden his partner with his own problems e.g.
„We would accept your conditions but we are not in a position
to get a credit and to pay such a high price." The problem is
now put on the seller, who should give such a credit and/or
decrease the priceCounteraction: 1. Check if it is true what
the partner says2. Seek other ways of solving the problem,
not in the way insisted by your negotiator
16. Apparent concessions
The seller, instead of making essential concessions, e.g.
by lowering prices by about 5% or 10%, lengthens the time
Counteraction:1. Analyze the cost of the concession
2. Show that your partner’s price concession is lower than that of yours.
3. Make your partner modify his offer (concession) so that the
costs of concessions were equivalent.
18. Tentative balloon
If one has no idea about the other’s goals and aspiration, e.g,
he has no idea what maximum price the buyer can accept,
by sending the so-called tentative balloon, he can observe
the other’s reaction as to the outrageous conditions and can
learn out about the possible conditions acceptable by his partner
Counteraction: 1.Answer with nervous shock on face
2.Say “that offer does not meet our expectations
3.Treat those outrageous conditions as a joke
4Stress the advantages of your offer by saying, for instance
: “ if you analyze our offer you we will find out it is satisfying you
18. The stinking fish
This tactic relies on the adding of a new demand that is not
acceptable by the partner and he will react as if he got the
stinking fish. As, in fact, the user of that tactics does not want
his demand to be met, he shows his willingness to withdraw
it in exchange for the acceptance of his new demand, which is important for him
Counteraction: 1. We throw the stinking fish at the partner and
we withdraw it when he withdraws his one.
19. The prize in paradise
We promise our partner that if he makes concession we will
consider, for example, placing bigger orders with him.
This tactics is very efficient because most of promises are never kept
Counteraction: 1. Use the same tactics as to your partner.
20. Tactics of the Russian front
Relies on the presentation of two unpleasant options.
The partner has to choose one of those options - very bad or
less bad. He is expected to choose the latter one as more acceptable for him.
Counteraction: 1. Check whether the partner has the possibility
to put you into such an unpleasant situation. If yes, you must choose.
2. Disclose the tactics of your opponent and turn it into the joke.
3. Ignore that kind of proposal and concentrate yourself on more real options.
4. Show the third option, which is satisfying you
21. Tactics of having more competitive offers
The existence of more competitive offers diminishes the negotiating
power of the partner. Counteraction: 1. Check whether the
information is true 2. Compare your offer with those of your competitors
3. Show the superiority of your offer over those of your competitors
(e.g. your price is higher but the quality is better, terms of
payments are more favourable and the like)
22. Tactics of the sham shock
The experienced negotiators have a custom to sham a
shock (verbally and not verbally) after hearing the proposal (offer)
Counteraction: 1.Explain the reasons of conditions of your offer
2. Put aside the “shocking?” items of your offer for later
on and present other (more favourable) conditions of your offer
23. Tactics of the optician from Brooklyn
That tactics is mainly used when one has no idea what are maximum
(of the buyer) or minimum (of the seller) accepted conditions of the
offer. In order to find out the points of resistance of the partner
(e.g. the maximum accepted price of the buyer) it is advisable
not to begin negotiations with maximum targets (as the partner can
get angry and break negotiations) but to try to accomplish the goals gradually.