Negotiation Tactics

When we negotiate we often have a tactic that we think will produce the best results. 

This list shows some of the tactics we often use when negotiation. (Check back to see updates)

The Bluff:  Often used in the world of poker, this tactic makes others believe that we will walk away from a negotiation if demands are not met.

The Deadline:  This tactic is used to force others to agree (or disagree) before a deadline.

The Offer:  This tactic makes them believe that you have received an offer.  It can also be used to stimulate a better offer has been made.

Carrot and Stick:  This well known negotiation tactic is used to give something to the other side (which may be of little significance to you) but can produce big strides in gaining what you want.

Lowballing:  Start at the lowest reasonable point and go from there.

Highballing:  Start at the highest point and go from there.

Take it or leave it:  This tactic can be dangerous at times, because if they don't take it, it could possibly back fire on you.  As the title says, this is an ultimatum forcing the other side to agree (or disagree).

Free for All Auction:  This tactic sets other parties against each other while you are in the background silently achieving your own agenda.

Empty Well:  Show that you have no more resources to give.

Good cop, Bad cop:  One member of your team plays the nice guy, engaging in meaninful negotiation, while another member plays the role of not wanting to budge.  The nice guy gains the trust and is able to convince the other side to take their offer.

I'm just a worker:  Reveal that you have no authority or limited authority so that you do not have to move far from your original offer.

Do Better:  Make an ultimatum stated they must make a better offer.

Times are Changing:  Say that in the present time things are changing, forcing the other side to reconsider their offer to reflect present day trends.

Top Dog:  Making others believe that you are the best to make an offer with.  This could be because you are the largest in the industry, have the most technology, largest network, etc...

Something Came Up:  Delay tactic to put the other side on hold - could be used to make them reconsider or apply pressure on time-sensitive issues.

End of the World:  Make the offer seem that if they don't agree then it will be doomsday for them.

Bread Crumb Trail:  Give them little pieces to entice them to meet your demands.

Chart Away:  Pressure the other side by showing multiple charts, graphs, tables, visuals why the deal would be smart to accept.

I'll Have One More, Please...:  Continually ask for small things, making the other side to hurry to meet your demands before they have to give in to more of your demands.

Heavy Breather:  Each time the other side makes any demands or rejects your demands, give a grunt or take a deep breath acting like you are at the end of your limit.

Double Down:  Say you will double the order in order to get a much lower price.

The Pot Luck:  Bringing both important issues and issues that are not so important together to make big concessions on not-so-important issues, while pushing the important issues through.