W8 - Parachutes, problems and tricks

Question 1

3 steps in dirty trick avoidance

Answer 1

1) recognise the tactic
2) raise the issue explicitly
3) question the tactic’s legitimacy and desirability

Question 2

Dirty Trick 1 - “we only use pure cotton, this is a real pear”

Answer 2

Phone/ambiguous fact –> dealt with devaluing the good with lemon market theory and have a way to test the authenticity of the good.

Question 3

Dirty Trick 2 - “sounds great, I’ll just run it by my manager. Oh I ama sorry my manager won’t allow it”

Answer 3

Higher authority –> dealt with knowing who is in charge of making the final decision

Question 4

Dirty Trick 3 - “if I get this airfare can you throw in x nights in this hotel?”

Answer 4

Throw it in commitment and consistency trick –> dealt with by not agreeing unless you are ok with the proposition

Question 5

Dirty Trick 4 - attacking the person and not the argument

Answer 5

Ad hominem arguments –> dealt with confrontation of the argument itself, poses an opportunity to ask for a concession

Question 6

Dirty Trick 5 - prolonging the negotiation more than it has to

Answer 6

Unnecessary stretches

Question 7

Dirty Trick 6 - saying things that are not true

Answer 7

Bluffing –> dealt with calling it off

Question 8

Dirty Trick 7 - Bribes or threats

Answer 8

dealt with counter-threats

Question 9

Dirty Trick 8 - Intimidation, Walking Away, Take it or leave it, Low balling, fake priorities, I want it now demands, ultimatums

Answer 9

See other side