Lewicki and Hiam, Executing a Competitive Negotiation Flashcards
Summarize guidelines for deciding whether to make the first offer:
How familiar are you with negotiating?
What are the expectations from the other side?
Do you want to be able to adjust your own offer?
Deceptive tactics: good cop, bad cop
hardball negotiation tactics, Create confusion on other side
The Highball Lowball:
hardball negotiation tactics, make ridiculously high or low first offer
The Strawman
hardball negotiation tactics, pretend it it more important than it is in order to get concessions of what you want
The Nibble:
hardball negotiation tactics, “just one little thing”
Playing Chicken
bluffing, challenging
Explain why it is unwise to reveal your walkaway point:
It is unwise because the other party will know your limits and have the knowledge to settle as close to your limit as possible
Identify tactical uses of time in a competitive negotiation
- set a deadline or time limit to make decision
- Exploding offer
- Play with schedule: time of day, after a meeting
- Slow and stall the progress to manipulate time, make them wait
