Pressure Tactics Flashcards
1
Q
Pressure Tactics
A
Time pressure, Information pressure, Being prepared to walk away, Take it or leave it, Fait Accompli, Hot potato, Ultimatums
2
Q
80% of concessions occur
A
in the last 20% of the negotiating time available
3
Q
More time invested =
A
more pressure to reach an agreement
4
Q
Side w/ best BATNA…
A
has most options and most power
5
Q
Use questions for more than gathering information:
A
- To criticize the other side
- To make the other side think
- To educate them
6
Q
Responding to TIOLI (take it or leave it)
A
- Call their bluff
- Go over the person’s head (i.e. Who is authorized to make an exception to the rule?)
- Find a face-saving way for the other party to alter their TIOLI stance
7
Q
Fait Accompli
A
Something already done or decided so one has no option but to accept its
