How Do You Identify Competitive Negotiation Tactics?
Negotiation tactics can be very subtle. It can take a seasoned professional to pick up on them. Each party in a competitive negotiation uses body language, tone, appearance and even volume to persuade and influence the other party. Both sides will continue to compete until one party prevails or until both sides are satisfied and a settlement is reached. Negotiators use many tactics to influence the counter party. Being able to recognize some common devices will help you hold your own. Look out for negative reactions. This is also know as the “wince.” Acting shocked or disappointed by a proposal is meant to communicate disdain for the offer, but it may be an attempt to throw you off. Don’t underestimate the power of silence. Silence can make people feel uncomfortable. It is a tool professional negotiators use to draw out information from the other party. Try playing “good cop/bad cop.” This is a classic technique in detective shows on TV. One member of your negotiating team is obtuse an
