25NEGOTIATING

TACTICS

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BE POSITIVE

1. Expanding the pieInstead of getting more of the pie,

make the pie bigger.

2. FlatteryCompliment the other side’s

business achievements.

3. Log-rollingConcede on lower priority

requests.

4. Off the recordUse a more informal approach and

let slip a few “secrets.”

5. Play niceGoodwill combined with

a positive attitude will take you far.

6. Split the differenceMeet the other side halfway.

BE NEGATIVE

7. DoomsdayPaint a gloomy picture of what will happen

if you can’t reach an agreement.

8. DisruptionDisrupt the other side’s flow by

changing topics, taking a break, or changing locations.

9. ShotgunGive the other side two choices and

force him or her to choose.

10. WarThreaten to escalate.

PAUSE THE NEGOTIATION

11. Breaking it offStop the negotiations and only resume

when certain conditions are met.

12. Go for a walkTake a walk with the other

negotiators and get to know them on a personal level.

13. Take a breakPause to discuss with your team, use the bathroom, or

have a coffee.

CONTROL THE TIMELINE

14. DeadlinesCreate artificial deadlines to impart

a sense of urgency.

15. DelaysCreate excuses for putting off

important decisions.

THIRD PARTYINFLUENCE

16. Change the negotiatorFresh face, fresh start.

17. Good guy / bad guyOne creates tension and discomfort,

the other offers compassion and support.

18. No authorityClaim you have to

get permission from someone else.

19. PlantStrategically place a “loose cannon”

on your team.

USEFUL PHRASES

20. I don’t understand.Use it to get more information or

frustrate the other side.

21. Yes, and…Agree with a request and then add on one of yours.

22. I’m not happy with this.Don’t say what you want;

wait to see what they offer.

23. What if…Explore hypothetical or alternative situations.

24. You’ll have to do better than that.Then wait for their offer.

25. SilenceUse strategically after a key phrase or

together with expressive facial or body cues. Silence makes others uncomfortable, and

could provoke a concession.

Want to learn more about procurement negotiation?

Read about it on the DeltaBid blog.

Sources:changingminds.orgidnsummit.com

Procurement

Negotiation:Preparation

as a Winning Strategy