Professional Documents
Culture Documents
Summary
Good planning will help you deal and avoid hardball tactics.
Tactic
Main Idea
Advantage
Good
Cop /
Bad
Cop
Often results in
negotiated
agreements
Disadvanta
ge
easily
seen
through by
targeted
party
Can be
countered
easily by
clearly
exposing
the
negotiators
plot
Distracts
the
negotiators
from the
negotiation
goals
How to Deal
openly
exposing the
negotiators plot
Lowbal
l/
Highba
ll
Bogey
other
party may
not want to
negotiate at
all
a skilled
negotiator
to explain
his extreme
opening
offer if the
other party
continues to
negotiate
Best tactic:
ask for a more
reasonable
opening offer
instead of a
counter offer
Insisting on a
reasonable
opening offer
before
negotiating
further
Show that you
are familiar with
the bargaining
mix and
therefore you
will not be
fooled
Show your
displeasure of
such tactic used
against you by
threatening to
leave the
negotiating
table
Come up with
an extreme
counter offer
Difficult to
Question why
an unimportant issue is
enact
the negotiator
May
wants a
backfire if
particular
the other
outcome or
party takes
makes a sudden
important
you
reversal in
seriously
positions
and
Not conceding
therefore
to what the
giving you
negotiator
what you
want to
sudden reversal
Difficult to
defend against
The
Nibble
This can be
particularly
effective near
the end of the
negotiation,
when the other
person is
seeking to reach
a final
agreement
bogey away
in position
although
Ask the
the nibble is
negotiator
small in
What else do
size, its
you want?
enough to
every time he
upset the
asks for a
other party
the other
issues are
party may
raised and
be
identified
motivated
Come up with
to seek
ones own
revenge in
nibbles in
future
exchange for
negotiations
the negotiators
nibbles
Chicke
n
It is very risky
strategy and if
works than it
will be win-win
approach.
Turns the
Preparation
negotiation
before
into a high-
negotiation
stakes
helps to
gamble for
understand both
both sides
parties
Makes it
situations
hard to
Using external
distinguish
sources to verify
whether
whats
either party
exchanged in
will follow
the negotiation
through on
his/her
stated
course of
action
Intimid
ation
By using power
Other party
Discuss the
form of intimidation
is not
negotiation
what u actually
interested
wants by using
to deal with
intimidator,
your power.
you in
future, if
expect a fair
c. Other forms of
you play
negotiation
with your
process
emotions
Ignore the
guilt
intimidation
Using a team
to negotiate
powerful
with the
intimidator
o Not everyone
in the team is
reasons
intimidated by
the same things
o Team
members
provide mutual
support to one
another through
the process
.
Aggres
sive
Behavi
or
A. Similar to intimidation
tactics
b. being aggressive in
establishing your position
and attacking the other
partys position e.g.
i. Asking for best offer early
in the negotiation
ii. Getting the other party
to explain his position by
justifying item by item
c. Getting the other party
to make many concessions
Dealing with Aggressive
Behavior
Stop the negotiation to
discuss the process itself
Using a team of
negotiators to negotiate
with the aggressive party
Snow
Job
Not to be
afraid to ask
questions until a
clearly
determining which
understood
answer is
important
obtained
b. To use technical or
Use of
technical
experts to
discuss and
verify technical
to avoid embarrassment
issues
Looking out
for
inconsistency in
the negotiators
answer or
response & ask
if in doubt