Tactics Flashcards
what is the Building Block Technique?
it shows the lengths people will go to reach an agreement (i.e. it is a way to uncover a person’s breakpoint or get closer)
Done to test how much value you can extract from other party and get best offer possible
Tilts balance of power back to you if done well but if not done well it could break trust or push people too far
how can you prevent the building blocks technique being used against you?
know your break points and don’t go beyond.
try to trade low cost, high value variables
remember nothing is agreed until everything is agreed
best way to beat a propsal is to make a proposal
plan ahead and you will anticipate these moves
what is the Russian front technique?
it uses negative reinforcement to decieve the other partty into thinking they have a choice when they actually feel backed into a corner to make a decision
how can you prevent the Russian Front technique being used against you?
have as many BATNAs/alternatives as possible
create dependency
counter this kind of proposal with your own and get inside their head
Wipe Their Propsal Off The Table without saying no
this doesn’t reject the proposal but simply throws out another one that’s rediculous
Linking the Issues
you don’t need to be in power to use this tactic and it makes sure you get attention to your needs
can be prevented by clearly stating what is acceptable to link together/what’s not
Mock Shock
can intimidate other party and create power but if it backfires, acting upon the threat would be a lot to handle and bring us backwards on the clockface eroding trust
it’s difficult to prevent but by presenting multiple options early you can avoid
Broken Record
this is a crude way to anchor and requires an ability to deal with discomfort/be persistent. subject to law of diminishing returns. can easily backfire by getting the other party too much into my head because they clearly can figure out what’s important to me
Trojan Horse
compromises trust in the relationship, often is a classic “Too good to be true” and relies upon deliberately withholding important information or sharing a key lie
building trust helps minimize this tactic from being used
watch out for NVCs and ask good questions so you can find the truth
Pre Emptive Strike
take charge and make things happen to unsettle the other party and tilt power in your favor
can be prevented by putting your offer on the table first
Professional Flinch
NVC to reject or cause discomfort
appropriate level of flinching depends on where you are on the clockface
Higher Authority
allows you to remove yourself from making a final decision or concession within negotiation but the downside is you could make yourself irrelevant too since you don’t have the power to make decisions
play into their ego to get them to make decisions or you will consider them irrelevant and go directly to their seniors.
use an agenda ahead, figure out who makes decisions and figure out what variables are time bound
Defense in Depth
gain more info, buy yourself time
build a communications strategy, check whos in the meeting before agreeing
Physically Disturb
make opponent uncomfortable, put them on the backfoot, make them focus on their own emotions
you can prevent this from choosing/controling the location, sitting down, entering the room first
important to disengage, ask for a recess or break and breathe/utalize self control
when is silence effective?
it makes the other party feel uncomfortable and like they need to break the silence. they will give you information that will strengthen your position or they might even give you a concession
using this technique can erode trust
Take a Time Out
especially helpful when you are given new information you need to read/digest/discuss with your team before continuing the negotiation
its helpful to step away while you absorb new information rather than do it at the table where your counter party is impatietnly waiting
what’s an advantage of setting deadlines for the other party?
it allows you to control the time in a negotiation and can be traded as a concession
what are disadvantages of using deadlines in negotiation?
it makes the enviornment pressurized and people agree to things they can’t actually achieve just to hit the pressure
can undermine trust and other party can start to realize these time pressures are fabricated
What are the good sides of using hypothetical questions?
they allow you to determine how flexible the other party is
can break deadlock situations
test your assumptions
what’s a negative side of using hypothetical questions?
they could still lie
asking why can be used in two different ways
1) to challenge your opponent into justifying/explaining their position
2) to gently seek to understand more (better in collaborative side) but be careful not to irritate or ask too many questions
how to counteract someone asking why
you have no obligation to respond, especially on the right hand side of clockface
be careful that the more you say, the more you give away
off the record
this tactic helps with deadlock or to diffuse something tough. you need to be close to the other person. open discussions are easier between 2 people than in a large group but whatever is discussed will eventually need to be shared more widely
Personal Favor (Pro)
people negotiate with people at the end of the day and like being liked. it plays on our emotions and due to the law of reciprocity, people usually want to do something back
