LISTOFNEGOTIATINGTACTICS

Iputthislistofnegotiatingtactictogetherforapresentationseveralyearsago,sourcingthemfrombooks,articlesandon-lineresources.Itblewmymindhowmanyofthemtherewereandhowmanyofthoseweremanipulativeandinauthentic.Frankly,becauseIdonotteachorfocusontacticsandcounter-tactics,therearesomeonthislistthatatthispointIdon’tevenrememberwhattheyare.

ThereasonforincludingthislisthereandmentioningitinAuthenticNegotiating:Clarity,Detachment&Equilibrium–TheThreeKeystoTrueNegotiatingSuccess&HowtoAchieveThemisonlytoillustratehowridiculousitwouldbetospendtimelearningalloftheseasmanyareinauthenticandineffectiveandasyourtimeismuchbetterspentondoingthenecessaryinnerworkandlearninghowtoattainandmaintainCDE,thethreekeystotruenegotiatingsuccess,andtheotherthingsIteachinthebookbeforespendinganytimeoneventhefewthatarenotinauthenticandhaveanyvalue.

¨ Alter Syndrome

¨ Anger

¨ Auction

¨ Bad Publicity

¨ Better Offer

¨ Better than That ¨ Biased Choice

¨ Big Fish

¨ Big Pot

¨ Bird Dog

¨ Bluff

¨ Breaking it off ¨ Brooklyn Optician ¨ Buddy-Buddy

¨ Call Girl

¨ Call for Higher Authority ¨ Cards on the Table ¨ Caucus

¨ Change the Negotiator

¨ Changing Standards

¨ Check the Facts

¨ Control the Agenda

¨ Credentials ¨ Crunch

¨ Dancer

¨ Deadlines ¨ Delays

¨ Divide and Conquer

¨ Doomsday

¨ Doubt Casting

¨ Double agent ¨ Dry Well

¨ Empty Pockets ¨ Empty Promises

¨ End Run

¨ Escalating Demand ¨ Face Saving ¨ Fair Criteria ¨ False Deadline ¨ Faking ¨ Fame

¨ Fatigue

¨ Flattery ¨ Flinch

¨ Forgotten Issue

¨ Forced Choice ¨ Funny Money ¨ Fragmentation

¨ Good guy/bad Guy

¨ Highball

¨ Hire an expert

¨ Huntley-Brinkley ¨ Incremental Conversion

¨ Interim trade ¨ Intimidation ¨ Lawyer

¨ Leaking

¨ Limited Authority

¨ Linking

¨ Lowball ¨ Mirroring ¨ New issue

¨ New player ¨ Nibbling

¨ No authority

¨ Non-negotiable

¨ Outrageous Behavior

¨ Overwhelm

¨ Padding ¨ Phasing

¨ Plant

¨ Put Down

¨ Quivering Quill ¨ Red Herring ¨ Roaring Brains

¨ Russian Front ¨ Reducing Choice ¨ See you in Court

¨ Shotgun

¨ Silence

¨ Slicing

¨ Snow Job ¨ Split the Difference ¨ Soviet ¨ Stall ¨ Sub Conversations ¨ The Gentlemen ¨ Trial Balloon ¨ Undiscussable ¨ Walk-Out ¨ War ¨ Widows and Orphans ¨ Wince ¨ Written Word