Negotiating Tactics
19
25 NEGOTIATING TACTICS Brought to you by the procurement specialists behind
Transcript of Negotiating Tactics
25NEGOTIATING
TACTICS
Brought to you by the procurement specialists behind
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
