Tactics

Question 1

what is the Building Block Technique?

Answer 1

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

Question 2

how can you prevent the building blocks technique being used against you?

Answer 2

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

Question 3

what is the Russian front technique?

Answer 3

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

Question 4

how can you prevent the Russian Front technique being used against you?

Answer 4

have as many BATNAs/alternatives as possible

create dependency

counter this kind of proposal with your own and get inside their head

Question 5

Wipe Their Propsal Off The Table without saying no

Answer 5

this doesn’t reject the proposal but simply throws out another one that’s rediculous

Question 6

Linking the Issues

Answer 6

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

Question 7

Mock Shock

Answer 7

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

Question 8

Broken Record

Answer 8

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

Question 9

Trojan Horse

Answer 9

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

Question 10

Pre Emptive Strike

Answer 10

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

Question 11

Professional Flinch

Answer 11

NVC to reject or cause discomfort

appropriate level of flinching depends on where you are on the clockface

Question 12

Higher Authority

Answer 12

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

Question 13

Defense in Depth

Answer 13

gain more info, buy yourself time

build a communications strategy, check whos in the meeting before agreeing

Question 14

Physically Disturb

Answer 14

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

Question 15

when is silence effective?

Answer 15

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

Question 16

Take a Time Out

Answer 16

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

Question 17

what’s an advantage of setting deadlines for the other party?

Answer 17

it allows you to control the time in a negotiation and can be traded as a concession

Question 18

what are disadvantages of using deadlines in negotiation?

Answer 18

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

Question 19

What are the good sides of using hypothetical questions?

Answer 19

they allow you to determine how flexible the other party is

can break deadlock situations

test your assumptions

Question 20

what’s a negative side of using hypothetical questions?

Answer 20

they could still lie

Question 21

asking why can be used in two different ways

Answer 21

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

Question 22

how to counteract someone asking why

Answer 22

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

Question 23

off the record

Answer 23

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

Question 24

Personal Favor (Pro)

Answer 24

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

Question 25

Personal Favor (con)

Answer 25

it’s not professional and can look weak or be seen as a bribe. it could also be exploited because generosity engenders greed

Question 26

how to counteract personal favors

Answer 26

instead of giving into them, remember its business not personal and you have the right not to be liked. there’s no place for fairness

Question 27

guilty party

Answer 27

by trying to guilt trip the other party, it appeals to their sense of fairness and often gets them to concede rather than re-negotiate. it can protect the relationship and is really useful in a parent/child bargaining dynamic

Question 28

downside of guilty party tactic

Answer 28

could bring up a trigger/emotional reaction if someone doesn’t like being told they should feel guilty

Question 29

how to prevent someone using guilty party tactic

Answer 29

keep detailed record of negotiation, take notes, make sure everything has been agreed in writing

Question 30

good guy bad guy (pros)

Answer 30

it helps protect the relationship operationally, it empowers people to say no. easy to ignore because its so well known…use an agenda to stay in control and prevent

Question 31

good guy bad guy (cons)

Answer 31

very well known tactic, may be less effective bc of that

bad guy might damage the relationship.

Question 32

full disclosure/openness (pro)

Answer 32

can sometimes get you to the lowest price

Question 33

full disclosure/openness (con)

Answer 33

by being so open, it might lead to complacency or narrow the focus or erode profits too much and squash creativity.

Question 34

“it’s all i can afford”

Answer 34

can bring deadlock much closer but could also anchor you far closer to your position

Question 35

the auction method

Answer 35

used a lot in procurement which is good for smaller businesses to stand a chance but downside is that it focuses too much on price

Question 36

Side Issue or Red Herring

Answer 36

a tactic used to distract. they are meant to be conceded to get agreements on other more important subjects/items

ignore the red herrings or put a few of your own to counter this tactic

Question 37

deliberate misunderstanding

Answer 37

can erode trust and slow down the neg process but could also re-open a negotiation, help buy time or get you additional information by asking for clarification

Question 38

how to counter deliberate misunderstanding

Answer 38

use a clear agenda

make your proposals

precise and concise

summarize info at end of meeting verbally and repeat final offer. follow up with written summary

Question 39

how to counteract (Deliberate) misunderstandings

Answer 39

recognize it as a tactic and stay calm and in charge of emotions

counter with another question - “what exactly hasn’t been understood?”

repeat/reanchor your own position (Don’t sell)

and remember that nothing is agreed until everything is agreed

Question 40

how to prevent them using “just one more thing” tactic?

Answer 40

be prepared with your own last thing

put them under a time constraint

use an agenda

say no

Question 41

an incorrect summary

Answer 41

this tactic reduces trust and if used constantly becomes unbelievable

you can prevent it by making your own summary and sharing it throughout the negotiation