Tactics to Look Out for

In: Business and Management

Submitted By flowers1
Words 599
Pages 3
Tactics to Look Out For
Dianne Lovett
Strayer University, Bus 340
Professor Mark O’Connell December 7, 2012

After rehearsing the negotiation plan and developing an agenda, now it’s time to rock and roll with the negotiations. The conference room is reserved, seating arranged, roles identified, preplanned breaks set, team members have been introduced by the team leader, the time has come for the open negotiations. However, it is important to recognize when tactics are being used in an attempted to underdog you in a negotiation. Here are a couple of tactics to look out for; they have no association with the win-win successful agreements of good negotiation. Having awareness of these tactics can strengthen my team’s negotiation skills. The Walkout- Deliberately walking out in the middle of a negotiation to show disinterest. Usually, this tactic is very dramatic, attention getting, and pivotal in the negotiation process. It’s like the good cop/bad cop tactic, in many cases frequently overused. Smart negotiators continue to use it, because it works. Counter to the walk out tactic is simply to recognize it as a tactic, immediately taking the sting out of it (McIntre, 2006, pp. 254-255). Look out for the telltale signs of their walkout tactic: Did they leave behind belongings in the room? Do they have competition for the contract? If so, you can almost be concerned it’s a bluff. The Decoy-This tactic is used to take your attention off the real issue in the negotiation. The buyer creates an issue of an accelerated shipment date just so he could trade it off later for the real issue. In many cases a shorter due date is given like 90 days out, when the true due date is generally 120 days. (Dawson, Secrets of Power Negotiating, 15th Anniversary Edition, 2011, p. 259). The other side made up a phony issue they really don’t care…...

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