Exaggerated bluff

“You can’t be serious!!!”

Recognise pressure but don’t give in. Ask questions such as; “Why do you say that? What are your main concerns?”

The invisible competition

“Your competitor has quoted lower”

Ask for information to check if real, comparing like with like etc. “I believe you, but my boss won’t unless you can show me details”.

No-way Jose

“It’s against our company policy”.

“I see. What do you propose instead?”

Salami

A thin slice at a time

Tie every concession with conditions. Use the “We may be able to but only if……….”

- reverse salami.

Deadline dilemma

Using delays and deadlines

Establish timetable at onset. Allow yourself flexibility. Be prepared to reconvene at a later date. Examine reasons for tight deadlines-are they under pressure and can you use this to your advantage?

Blowing Hot and Cold

The low reactor. Initial enthusiasm, sudden cooling off.

Be aware of it. Seek reasons for change by asking the “When did you start to think that?” rather than the “Why?” question.

Columbo

“Just one last thing”

Draw up agenda of all the issues at the start. When faced with final demands, check there is nothing else to come before considering whether to agree.

Family discounts

“Look at how much I’ve done for you!” Presenting concessions as a personal favour.

Don’t be cajoled. Watch the “Look at the real cost/value of ‘small favours’ in return.

Premature order

“If you start the process the order will follow.” If it doesn’t, you are committed, and the buyer makes demands.

Confirm the agreement before taking any action. Make future relationship the issue if buyer is breaking trust. Counterbluff “Production and new customer” is risky.

“It’s none of my business but……”

Complaints about your Company’s service or attitude.

Treat as genuine complaint, write it down, then change the subject. It’s been noted, and will be investigated, but it is a separate issue.

I don’t have the authority

I’ll have to refer it to the board.

Establish authority at start. Insist agreement honoured, or negotiations must start again from square one.

All Change

New faces, predecessor had “no authority”.

Previous agreements honoured, or start from scratch.

Raising the roof

Each concession followed by a raised demand. Pressure to agree before new demands made.

Call attention to the tactic. Adjourn and consider on what basis you want to continue. Insist on principle.

My way or the Highway

“And that’s my final offer!” (Only to be used if you mean it).

“I’ve not even begun to negotiate” Look for workable variables.

Walkout

“Clearly we’ve reached an impasse -can I suggest we adjourn for (hours/days)”.

Over my dead body

Refusal to negotiate or preconditions for negotiation.

Is it a ploy? Talk about their refusal to negotiate. Suggest options. Insist on principles.

Time tactics

Let me think about it overnight.

“Fine, let’s both review it and start again tomorrow”.

“OK, but if one issue is reopened it affects the package as a whole”.