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Negotiation Tactics/Approaches NOT (Typically!) Used by Skilled Negotiators

Negotiation Tactics/Approaches NOT (Typically!) Used by Skilled Negotiators

  • “I won’t let my client agree to that.” (Who is the real decision maker?)
  • “Because.” (No Logic or Rationale. Giving good reasons increases your chances of persuading effectively.)
  • “I don’t care about your client.” (Skilled negotiators know they have to adequately satisfy the other side to reach agreement.)
  • Sloppy Offers/Counteroffers (as in incomplete documents which creates doubt on the other side)
  • Communicating Only or Poorly in Writing (Written negotiations get the poorest results and the most threats/ultimatums.)
  • Ignoring Connections/Similarities (People like to do business with people they like and something you have in common may be THE factor to close the deal.)
  • Not Making Concessions Properly (Name your concession and take something of equal value in exchange.)
  • Not Building Trust (Building trust leads to more information being shared.)
  • Not Exploring Options/Alternatives (Identifying options that work for both sides is the art of negotiation!)
  • Low Ball/High Ball Offers (You risk insulting the other side and bringing negative emotions into the negotiations.)
  • Not Respecting Cultural Differences (Shows lack of understanding and respect)
  • Not Respecting Generational Differences (Shows lack of understanding and respect)
  • Not Being Flexible (Often leads to deadlock or no deal)
  • Letting Price Override Other Issues (Focus on Value not price or cost)
  • Not Knowing/Using BATNA (BATNA defines walkaway power – Know it!)
  • Intimidation Tactics (Competitive tactics that destroy collaboration)
    • Silence
      • Not Responding or Stonewalling
    • Staring
      • Threats/Ultimatums
    • Bullying
      • “How long have you been in the business?”
      • “How dare you!”
      • Rudeness/Offensiveness/Insults
  • Not Trying to Build a Relationship (Shows disrespect and arrogance)
  • Not Caring about Your Reputation (Could truly hurt your business and results)
  • Not Using Proven Persuasion Principles (decreased the odds of success)