422 / CONDUCTING NEGOTIATIONS
Dealing with
competitive tactics
In competitive win–lose position-based negotiations, negotiators
use various manipulative tactics to maximize their interests while
disregarding the interests of their counterparts. They usually believe
that these tactics are quite effective. Often, however, these tactics
can backfire, escalating the level of negotiation or even leading to
an impasse. Skilled negotiators recognize these tactical traps and
know how to avoid and neutralize them.
MAKING A HIGHBALL OR LOWBALL OFFER
A negotiator assumes that you are not fully informed
and tries to take advantage by making a very high offer
as a seller, or a low offer as a buyer. Their objective is to
replace the benchmark you have in your mind with one
in their favor.
To avoid: Be confident in your benchmarks and try to see
clearly through this ploy.
PLAYING GOOD GUY/BAD GUY
One negotiator plays tough and uses aggressive
tactics, such as threats and ultimatums. Another
empathizes to make you believe that he or she is
on your side. Neither is on your side—both are
trying to maximize their own interests.
To avoid: Focus squarely on protecting your
own interests.
Competitive tactics and how to avoid them
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DEALING WITH COMPETITIVE TACTICS / 423
USING EMOTIONAL BLACKMAIL
A negotiator tries to intimidate or influence you by fabricating
anger, frustration, or despair. They try to emotionally shake
you and make you feel responsible for the lack of progress.
To avoid: Use your emotional intelligence. Stay calm and
centered, and try to steer the negotiations back on track.
SEPARATING THE ISSUES
A negotiator insists on reaching an agreement on a single
issue before moving on. This prevents you from bundling
issues together and creating opportunities for trade-offs.
To avoid: Negotiate multiple issues at once, stating that
“nothing is agreed upon until everything is agreed upon.”
APPLYING TIME PRESSURE
The other party uses the pressure of time to try to get you
to concede by setting tight deadlines for an offer, or using
delaying tactics to reduce the time free for the negotiation.
To avoid: Use your judgment to decide whether a deadline
is real or not.
of 16 concessions were
won in a survey when
threats were made late
in the negotiation
15.5
NIBBLING
The deal is done, but at the last minute the negotiator asks
for another small concession. Most negotiators concede,
fearing that the last-minute demand might derail the deal
if it is not fulfilled.
To avoid: Remember that refusing to budge on a small
concession at the last minute is not usually a deal breaker.
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