Chapter 3.2

Question 1

Define push

Answer 1

In relation to negotiations, a ‘push’ action is one where pressure is exerted to try and ‘push’ the other party into making a decision

Question 2

Define persuasion

Answer 2

‘Encouraging someone to do something that you want them to do for you

Question 3

What can persuasion be considered as?

Answer 3

Pushing on the other party so that they accept the change in attitude or behaviour as a result of your actions, and is closely related to but distinct from influence

Question 4

Define pull

Answer 4

In relation to negotiations, a ‘pull’ action is one where the negotiator tries to lead the other party into making the decision themselves. A pull action tends to be more lasting than a push action

Question 5

Explain influence

Answer 5

The ability to affect the manner of thinking of another.

Question 6

What can influence be considered as?

Answer 6

Pulling on the other party so that you achieve the same result, but the other party feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions

Question 7

Define influence

Answer 7

The act or power of producing an effect without apparent exertion of force or direct exercise of command

Question 8

Name two advantages of persuasion

Answer 8

1. It’s more visible or real
2. It’s easier to direct towards a particular objective or target

Question 9

Name an advantage of influence

Answer 9

It can have a longer lasting effect, as the person influenced is more likely to believe they are making their own free choice

Question 10

Name 2 disadvantages of influence

Answer 10

1. Less visible
2. Harder to direct towards a particular demand

Question 11

Name 2 key skills for negotiators

Answer 11

1. Persuasion
2. Influence

Question 12

Name 4 types of power bases that lend themselves to persuasive push techniques

Answer 12

1. Legitimate
2. Reward
3. Expert
4. Coercive

Question 13

Name 2 types of power bases that lend themselves more to influencing pull techniques

Answer 13

1. Informational
2. Refernt

Question 14

What can irritators inhibit?

Answer 14

Your persuasion and influencing success

Question 15

Define irritators

Answer 15

Words or phrases which have the potential to irritate through self-praise or condescension, and/or display ignorance of the subject matter

Question 16

Do irritators lack persuasive function?

Answer 16

Yes

Question 17

What do irritators describe?

Answer 17

An individual negotiators own position or proposal

Question 18

Name 3 examples of an irritator?

Answer 18

1. Our fair proposal
2. Our reasonable requirement
3. Our generous offer

Question 19

What does good cop, bad cop refer to?

Answer 19

An apparent ploy used by police to extract confessions from suspects in custody. The assumption is that the suspect is more likely to be persuaded to confess to the sympathetic ‘good cop’ than the much less sympathetic ‘bad cop’

Question 20

What are the two main objectives of tactical ploys or gambits in negotiations?

Answer 20

1. To strengthen your perceived position in the other party’s eyes
2. To influence the other party’s view of their own position

Question 21

Name 10 tactical ploys/gambits

Answer 21

1. Good cop bad cop
2. Thank and bank
3. Lack of authority
4. Declaration of a public stance
5. Getting peanuts
6. Salami (one slice at a time)
7. Outrageous initial demand
8. Add-on
9. Broken record
10. One more thing

Question 22

Explain thank and bank

Answer 22

Say thank you when the other party offers you a concession and bank it, which makes it harder for the other party to take it back later.

Question 23

Explain lack of authority

Answer 23

Used to extract another concession so you can sign off there and then

Question 24

Explain declaration of a public stance

Answer 24

As a trade union leader you say publically what you want from a deal. You then use this as emotional pressure with the employer in the private meeting to gain concessions so that you do not lose face, which is many cultures is highly undesirable.

Question 25

Explain getting peanuts

Answer 25

Pretending something that you need is not important. The other party may want to supply ASAP, so you might not need to pay extra - if you indicate its value you will be charged for it.

Question 26

Explain salami (one slice at a time)

Answer 26

You ask for an exceptional once-off concession that is normally hard to get. Once granted the precedent is set and will be easier to get again.

Question 27

Explain outrageous initial demand

Answer 27

Your first demand, eg. price quoted is so high that the other party is shocked and you condition them to move closer to your position than they otherwise would (linked to anchoring)

Question 28

What’s the counter to salami

Answer 28

The counter is that if you allow a concession as an exception, make sure this is documented and was only allowed against exceptional circumstances, and seek agreement to this from the other party

Question 29

What’s the counter to getting peanuts

Answer 29

The counter is to never be seen to just give something away at least not without some effort to get something in return

Question 30

What’s the counter to declaration of a public stance

Answer 30

The counter is to explain that the other party should not negotiate outside the negotiation meeting room and that this cannot be considered and is irrelevant

Question 31

What’s the counter to thank and bank

Answer 31

The counter is to say, ‘Nothing is agreed until everything is agreed’

Question 32

What’s the counter to outrageous initial demand?

Answer 32

The counter is to have a rough estimate of a price before meeting to negotiate the price

Question 33

Explain the tactic ‘eastern front’

Answer 33

Where two options are given. One of these would be seen as outrageous, leading you to focus on the second, more acceptable option, albeit this is still in the other party’s favour

Question 34

Explain ‘add-on’

Answer 34

Unexpected extras are added on after the negotiation that were not clarified or explicitly discussed

Question 35

What is the counter to add-on

Answer 35

The counter is diligence in documentation and explicit agreement on both sides that nothing in the agreement can be changed

Question 36

Explain broken record

Answer 36

You keep repeating something

Question 37

Is there a counter for broken record

Answer 37

No

Question 38

Explain ‘one more thing’

Answer 38

You wait until the end to ask for a concession you know is contentious; you may not get it, but as the deal is so close, the other party is more likely to concede as reopening the negotiation is not attractive

Question 39

What is the counter to ‘one more thing’

Answer 39

The counter is to set out the agenda at the start of the meeting. Get the issues on the table and ask the other party to agree that there is nothing else to discuss. Then state that other issues, if raised later, may not be addressable in this meeting

Question 40

Name 9 other examples of negotiation tactics

Answer 40

1. Linking issues
2. Adjournments
3. Split the difference
4. Nibble
5. False or straw walls
6. Onus transfer/rubber ball
7. Take it or leave it
8. Escalation
9. Where’s my coat?