Dont be caught unprepared by hard bargainers, warn Mnookin, Peppet, and Tulumello in Beyond

Winning. Here is their Top 10 list of common tactics to watch out for:
1. Extreme claims followed up by small, slow concessions.
Dont let a strong demand anchor your expectations. Be clear going in about your own demands,
alternatives, and the bottom line and dont be rattled by an aggressive opponent.
2. Commitment tactics.
Your opponent may say that his hands are tied or that he has only limited discretion in negotiating.
Make sure that these commitment tactics are real.
3. Take-it-or-leave-it offers.
When you make an offer, wait for a counteroffer before reducing your demands. Dont bid against
yourself.
4. Inviting unreciprocated offers.
When you make an offer, wait for a counteroffer before reducing your demands. Dont bid against
yourself.
5. Trying to make you flinch.
Your opponent keeps making demands, waiting for you to reach your breaking point. Dont fall for it.
6. Personal insults and feather ruffling.
These personal attacks can feed on your insecurities and make you vulnerable. Grow a thick skin.
7. Bluffing, puffing, and lying.
Exaggerating and misrepresenting facts can throw you off guard. Be polite but skeptical.
8. Threats and warnings.
Recognizing threats and oblique warnings as the tactics they are can help you stand up to them.
9. Belittling your alternatives.
Have a firm sense of your best alternative to a negotiated agreement (BATNA) and dont let your
opponent shake your resolve.
10. Good cop, bad cop.
One of your opponents is reasonable; the other is tough. Realize that they are working together, and
get your own bad cop if you need one
2. How to control negotiations1. Controlling the environment (discussed earlier): arrangements, drafts,
seating2. Setting the agenda (discussed earlier): imposing agenda that you prefer3. Controlling the
course of negotiation: using questions and expressing emotions Business Negotiations, Osvaldas
iukys
3. Types of questions in negotiations1. Open questions: designed to get more information and require
explicit answers2. Probing questions: more specific sort of open questions which require detailed
explanation3. Closed questions: requires short answers of yes or no type Business Negotiations,
Osvaldas iukys
4. Open questions and phrases (1)Most important and effective tool to control negotiation (theirsubject
and time frame) are open questions (or phrases): What do you think about the possibility to change
your delivery terms ? Can you change your delivery terms? Business Negotiations, Osvaldas
iukys
5. Open questions and phrases (2)Examples: What do you think about our proposal? Please tell us
more about the strong sides of your proposed paymentterms Could you elaborate a bit more on the
delivery terms? Would you be so kind to explain your idea about the solution to thisproblem? Correct
me if Im wrong The most important thing for me that everything is done correctly andfairly We
would like to settle it in accordance with best common practice andexperience Can I ask a few
questions to see if my understanding and information arecorrect? Business Negotiations, Osvaldas
iukys
6. Open questions and phrases (3)Let the doors stay open examples: Let us say that we agree with
that proposal, what would be your suggested way to proceed? Is there any other information you feel I
should have at this time? Whys is that so important to you? Let me get back to you on this later
Please help me understand the purpose of your request/offer Business Negotiations, Osvaldas iukys
7. Probing questions When you say approximately, what do you mean by that? What else would
that entail? How specifically would that work? If we meet your requirements what exactly would be
your offer to us? If speaking more specifically, what do you mean by saying? You said that your offer
is It seems that your current positions is Business Negotiations, Osvaldas iukys
8. Closed questions Do you agree? Are you saying we could by-pass that? Is that always the case?
Am I correct? Do you want me to close the issue? Are you happy with this? Should we proceed
further? Business Negotiations, Osvaldas iukys
9. Expressing and sharing emotions (1)Speak about your emotions during negotiation process.Use it to
create constructive and controllableenvironmentExamples: We had a good start. That makes me
optimistic! We are doing not very well this time. Are your of the sameopinion? What are the reasons
your think? I feel exhausted by this issue. Should we change for somethingbetter? I am so happy we
agreed on this. It makes me think we willmove easier now. Dont you think so? Should we break for a
coffee? I think we deserved it both! Letsdiscuss it informally Business Negotiations, Osvaldas iukys
10. Expressing and sharing emotions (2)React immediately to what is unacceptable or undesirable
foryou: take the control backExamples: Sorry to interrupt you, but I cant understand the reasoning
behind it I feel uncomfortable: I cant see enough logic behind thesearguments I am an open person
and I should tell you my opinion about what Ijust heard This made us a bit nervous. Could we go back
and look to thesituation from a different perspective It makes me feel bad if we cant agree on it. Let us
try to focus on itlater and finish our agenda Business Negotiations, Osvaldas iukys
ituation of
Business Negotiations, Osvaldas iukys
12. Negotiation tacticsNegotiation tactics are purposely used or preliminaryplanned behavior, directed
to
ess Business Negotiations, Osvaldas
iukys
13. Main negotiation tactics usedI. To check the opponent resistance point / reservation price/
maximum priceII. AggressiveIII. To gain positional advantageIV. To gain quantitative advantage (not
equal exchange)V. To disbalance opponents emotionally There are separate group of tactics, so called
DIRTY or UNFAIR tactics often used in negotiations as well Business Negotiations, Osvaldas iukys
14. Main negotiation tactics (1)I. To check the opponent resistance point /reservationprice/ maximum
price:1. Small stepsBy adding a small improvements (step by step) to the first offer you arereaching the
maximum price of the other side they are willing to pay2. Best offer for the budget you haveOffer to
disclose your budget/ maximum price: How much you canspend? We have the most suitable offer for
you3. Extreme position (Low ball/High ball)Initial offer received is done in the manner and under
conditions to beunacceptable for the other side in order to provoke disclosure of theother side real
intentions (resistance point) Business Negotiations, Osvaldas iukys
15. Main negotiation tactics (2)II. Aggressive1. First and Final offer (Ultimatum)Requirement to accept
the first offer (or second) otherwise negotiationswill be stopped2. Threat of terminationRequirement to
accept offer or conditions under threatening to terminatenegotiations3. Best offer (Take it or leave
it)Explicit pressure not to enter into negotiations. Statement that the bestoffer is done and there is
nothing more to add to it.4. Attacks Attacking you personally or attacking your company or your country
.Tell me, why I usually enter into some problems when we have a meeting orIm coming to your
country? Business Negotiations, Osvaldas iukys
16. Main negotiation tactics (3)III. To gain positional advantage (1)1. Hand over (Hot potato)To
handover your problem to the other side. I have the amount Abut would like to have the thing B. Tell
me, what I have to do?2. Misleading (Snow ball)Concentration on some not really important issues,
overloading theopponents with too much information3. Wrong targetOver evaluation of an argument or
issue done on purpose to gain concessionin return. Not important concession is traded-off after hard
bargaining4. Higher authorityAgreed issues or received offers have to be approved by the higher
managementoffer is done and there is nothing more to add to it. Business Negotiations, Osvaldas
iukys
17. Main negotiation tactics (4)III. To gain positional advantage (2)5. Good cop/ Bad copDeal with more
sympathetic opponent while the other is absent orexcluded from negotiations6. ReluctanceShowing to
the opponents that you are not interested or indifferentto negotiated subject7. The SqueezeTelling the
other side that he or she has to do better in order to make the other side to give concessions without
getting something back. Seems tobe that you are not eager to work on it. Weve done a number
ofconcessions and waiting for your adequate move Business Negotiations, Osvaldas iukys
18. Main negotiation tactics (5)IV. To gain quantitative advantage (not equal exchange):1. Split the
differenceThe split difference between initial proposals has to be approved by onesides higher
authority . You set and split the lower difference again2. Demand for reciprocityRequirement to
reciprocate by giving a concession or offer to notimportant concessions made or offer given by the
requesting side3. Additional requirementsNot important requirements and arguments are exchanged
for animportant concessions. If you can t deliver the goods in 2 weeks than weneed additional
discount of 2% to cover our stock management costs4. NarrowingStarting from easy to agree issues
and narrowing the disagreement to themost important one. If we did all these, cant we agree on this
one? Business Negotiations, Osvaldas iukys
19. Main negotiation tactics (6)V. To disbalance opponents emotionally1. Lost concentration (Bus
station)Permanently changing the environment trough the course of negotiations:changing negotiating
team members, inviting numerous experts, changing meeting places/rooms, stopping starting
negotiations because of differenttechnical reasons etc.2. OverreactionNot adequate emotional
reaction to offers, concessions or arguments ofopponents. You have to imagine me saying it to my
boss. How I shouldexplain such your offer to him?3. ClarificationPermanently asking for clarification or
additional substantiation ofposition/argument/offer in order to minimize opponent explanatory
powerand increase the chance of his mistakes Business Negotiations, Osvaldas iukys
20. Main negotiation tactics (7)V. To disbalance opponents emotionally4. Bad
conditionsDisadvantageous seating arrangements (uncomfortable chairs, opposite thewindows etc.),
very early/late meetings, noisy/disturbing environment etc.5. Changing the agendaSkipping some issues,
jumping back and forth through agenda of the meeting, including not agreed points to the agenda6.
OverloadOverloading the other side with unnecessary, not important information,(statistics, reports,
presentations, site visits etc.) or hide piece of importantinformation in disproportional amount of non
important one . Send informationon Friday afternoon requiring an answer on Monday morning etc.
Business Negotiations, Osvaldas iukys
21. Unfair or dirty tactics in negotiations (1)Misleading/lying :1. Wrong information/ facts:This car
belonged to an old lady who kept it all the time in her garage. Its almostbran new...2. Limited
authority:Last time we agreed on the issue but our boss does not want to give in on this question..3.
Too easy to be true:Your opponents taking the obligations too easy (they even do not plan to fulfill
theirduties ) and require a real concessions from you in return 21 Business Negotiations, Osvaldas
iukys
22. Unfair or dirty tactics in negotiations (2)Psychological pressure:1. Stress full
environment:Uncomfortable chairs, small and noisy room, too dark or blinded by the light etc.2.
Personal attacks, embarrassment, remarks:Remarks : please speak louder, we cant catch a thing,
your documentssubmitted were a mess.., information was outdated and unprofessionally
prepared. bad hotel reserved etc. ,3. Threatening: We tell about it to your boss, shareholders,
clients, journalists, We will go to your competitors, main rivals etc.4. Corruption:Usually the weakest
member of your team, who has somehistory or relations with your opponents, receivesan interesting
offer 22 Business Negotiations, Osvaldas iukys
23. Unfair or dirty tactics in negotiations (3)Positional pressure:1. Refusal to negotiate:For subjective
reasons, like not met dates for drafts or samples submission etc., your opponents are refusing to start
negotiations2. Spiraling the same requirements againSorry, we agreed last time, but we cant
accept it in full. This time because of...3. Playing with time:Only when you meet these conditions, we
are able togo further..4. Unreal demands:Opponents position is based on the terms you objectively
cant meet:If you can not do it in red color, we sent you the sample,We can not pay this price... You
required to make more concessionsbecause you are failing to meet the agreed contract terms 23
Business Negotiations, Osvaldas iukys

24. 4 Ways to Defend1. Ignore them Ignore the pressure, dont play according to their rude tactics2.
Acknowledgement In a friendly manner, without any signs of anger inform your opponents that you
understand their applied tactics3. Request to stop Make a firm and short statement asking opponents to
stop their tactics. Explain that it is counter productive and they will be responsible for the failure of the
negotiations and future of the mutual business relations4. Termination of the negotiations The most
extreme way if others are used. In a calm manner inform the opponents that due to their destructive
behaviour and attitude you terminate the meeting. Stay constructive and short, reconfirming that
whats happening is their fault 24 Business Negotiations, Osvaldas iukys