Power Negotiating: Middle Tactics

Question 1

Never offer to

Answer 1

split the difference

Question 2

Always try to have a

Answer 2

“higher authority” that has to approve the deal

Question 3

Value of the service occurs

Answer 3

when the service is provided

Question 4

Once the service is done

Answer 4

its value declines in the recipient’s mind

Question 5

Impasse

Answer 5

you are in complete disagreement on one issue

Question 6

Stalemate

Answer 6

both sides are still talking but don’t appear to be making any progress toward a solution

Question 7

Deadlock

Answer 7

the lack of progress has so discouraged both sides that they see no reason in talking to each other

Question 8

When the other side asks for a concession…

Answer 8

you should automatically ask for something in return

Question 9

Create momentum by resolving minor issues first…

Answer 9

but don’t narrow the negotiation down to only one issue