NEGOTIATION TACTICS
     
NEGOTIATION SKILLS

PRINCIPLED  NEGOTIATIONS

THE ART OF PERSUASION

LIBRARY

NEGOTIATION MYTHS

POSITIONAL  NEGOTIATION

BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT

A BREAK-THROUGH STRATEGY

NEGOTIATION  TACTICS

OPTIONS FOR MUTUAL GAIN

WORK SIMPLIFICATION

GLOSSARY

COLLABORATIVE  NEGOTIATION

NEGOTIATION  CRUCIAL ELEMENTS

COMPETITIVE  NEGOTIATIONS

PM CENTRAL

FACILITIES  MANAGEMENT

PM TOOLS & TECHNIQUES

PLANNING  CENTRAL

 

Recognizing hard bargaining tactics

  • Extreme claims followed by slow concessions
  • Most common of hard bargaining tactics
  • Tactical advantage including influencing opponent ssettlement valuation range
  • Tactical disadvantage-brings about risk of no settlement
  • Commitment Tactics
  • One party persuades the other that there is no freedom of choice with respect to a particular issue
  • Risks
  • If both parties are locked in with no freedom on either side, there will not be a chance for a deal
  • Perception of predetermined commitment damages relationships between parties

Take it or leave it offers

  • One party threatens to end negotiation if offer is not accepted
  • Boulwarism- nohaggling
  • Exploding offer-take it today or it is gone
  • Risk-if both sides play,no deal

Changing the game

  • Stay with your game-do not let hard-bargainer inhibit you from staying focus on your interests
  • Name the game
  • Share your perceptions of what the other party is doing."You are essentially saying, take it or leave it."
  • Show that you can play the same game."I could report that may client insists on a certain provision....
                 We can both dig in and play chicken to see who blinks first"
  • Initiate a conversation about another process that might work better from the perspective of both parties.
                 "Instead, I think our shared problem is....What can we do to set up a process to solve this mutual problem?"

Change Players

  • Change the players by removing certain parties (attorney,negotiator); or
  • Add a neutral party to assist

Getting Passed "NO" is another strategy for getting to a mutually satisfactory agreement. 



 
   
 

Separate people from the problem