Train yourself to spot a tactic for what it is, tag it and isolate it. This will help your success in negotiating immensely.
Tactics are used to influence others in different ways and to varying degrees. Tactics are the specific, moves, ploys, manoeuvres, or behaviours taken and used during the negotiation in support of the overall strategic plan.
Perceptions – The success of a negotiation depends very much on the power of the respective parties. It is the perception of where the power lies that is important. Skilled negotiators can change the perception of the power by the expert use of tactics.
Tactics – Tactics have been described by some commentators as legitimate or dirty depending on their stance, their personal ethics and which part of the world they come from. So be careful.
To be successful at business we need to be first class negotiators and have to accept and deal with tactics being used on us. At the same time, when necessary, we may employ ethical tactics ourselves to gain competitive advantage. For example, the use of a time deadline can help people make up their minds instead of procrastinating.
Some Vital psychological tactics you should understand
- Good guy – Bad guy
- You are nice to the other side; your colleague is aggressive. As a result, the other side open up to you, trust your advice and so you have control.
- Higher authority
- Many people think it is weak to say they cannot make the decision on the spot and so do deals they later regret. It is powerful to be able to blame someone else for not being able to agree to a request, because it means you can stay in rapport with the other side. You can use phrases like, “I would love to say yes, but my Director won’t sign it off unless…”
- People, who are short of time, tend to make more concessions. 80% of the concessions tend to come in the last 20% of the available negotiating time.
- Time outs and breaks
- When you want to consider an offer from the other side or things seem to have stalled, don’t be afraid to ask for a few minutes to talk with your team and think things through.
- Have an observer to read the body language.
- Have someone watch body language and tell you what they think the other side are feeling when you call a time out.
- Flinching on the price. A sharp intake of breath, a look of surprise or as Kruschev did at the UN, bang his shoe on the table (not recommended).
- Colombo – dumb is smart. I don’t quite understand, run that past me again!
Make sure you understand and are able to deal with these tactics. Read Win Win – How to get a winning result from persuasive negotiating, for much more.