CLASS 7 Flashcards
Abanadon a commitment
- Plan a way out: intials conditions lost
- Let it die silently: ignore it
- Restate the commitment: make it vague
- Minimize the damage: link to a noble cause to look aultruistc
What are the Closing the Deal tactics
- Provide alternatives: Illusion of giving alter but no
- Assumes the Close: act like the other party accepts the offer by putting pressure
- Split the difference: Show the sacrifice given by the issue and split the difference
- Exploding offer: give an offer with a deadline
- Sweeteners: Special prepared concession given at the end
Assessing the quality of the agreement
- Objective outcome: Target and goals achieved
- Subjective value: Related to intangibles. It impacts the execution
What are the feelings in Subjective Value
- Feelings about outcomes
- Feelings about the self
- Feelings about the process
- Feelings about their relationship
What we analyze first
First analyze the objective outcome, then subjective value
What are the risk of hardball tactics
- Affect your reputation
- Lose the deal
- Negative publicity
- Consequences from the other party
How to respond to hardball tactics
- Discuss them: let them know what they are doing
- Ignore them: pretend you didn’t hear them and move on
- Respond in kind: respond with the same kind of tactic
- Co-opt the other party: find something in common
What are th typical hardball tactics
- Good/bad cop
- Low/high ball
- Bogey
- Nibble
- Chicken
- Intimidation
- Agressive behavior
- Snow job
Bad/good cop
Two people who give you a bad option and a better option.
Bad cop: harh opening
Good cop: gives better offer but with time pressure
Works better in interrogations
Low/high Ball
Anchor with an extreme (high or low) offer, to move their resistance point
Weakness: 1. Waist of time 2. Could end the nego 3. Damage the relationship
How to respond: 1. Don’t counteroffer 2. Let them know the market value 3. Threaten to leave 4. Make an exreme counteroffer
Bogey
Pretend you care about an issue you actually don’t and sacrifice it in a concession so the other party thinks you give up something valuable. The issue should be important to the other party
Weakness: 1. Waist of time 2. What if the other party doesn’t care either
How to respond: 1. Be prepared. 2. If the party takes a different position, question them
3. When the party has a reversal option, ask why they change positions
4. Don’t give much concession
Nibble
Ask for a small concession in other to close the nego. An issue that hasn’t been talked about before
Weakness:
1. You don¿t show good faith
How to respond:
1. With a question (any nibble)
2. Respond in kind
Chicken
To use a large bluff and add that a threat.
Weakness
1. it becomes a power game
How to respond
1. Be prepared
2. Respond in kind
3. ignore the tactic
Intimidation
Using emotions, guilt anger or fear, to force concessions
Legitimacy: play with policies
What to do:
1. Ask yourself why am I giving concessions
2. Discuss the negotions process
3. Ignore it
4. Use a team: People are not intimidating by the same thing, keep each other in check about the nego process
Aggressive Behavior
a. Pushing relentlessly for better concessions
b. Asking for the best offer early in the negotation
c. Asking for explanation/justification for every item
Weakness
1. Hurts the relation/intagibles
How to respond
1. Label and discuss the nego process
2. Use a team
3. Prepare the benefits of working together
