Tag Archives: Tactics
Make Them an Offer They Must Refuse
In the KARRASS Effective Negotiating® Seminar we talk about how you might utilize the “Bogey” as a discovery tactic to gain more information. The more you know about what’s on the other party’s “sheet,” the more opportunities you have to … Continue reading
Negotiation Probes
Your negotiating leverage is determined by how much you know about the other party’s attitudes, preferences and position. This is true whether you are selling something, buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or … Continue reading
Negotiating With Emotions
Emotions play a powerful role in negotiating because people find it difficult to tolerate unexpected outbursts. When the other party lets loose, we find it hard to cope. Some people try to get their own way by yelling, screaming, and … Continue reading
Negotiating Threats
Have you ever been threatened during a negotiation? You probably have received more negotiating threats than you realize. Most often negotiating threats are not of a violent nature during a negotiation. They come in the form of an “or else.” … Continue reading
Posted in Negotiation
Tagged Differences, Negotiate, Negotiation, Strategy, Tactics, Tips
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Resist Like Water
The Chinese have a saying, “It is well to resist like water.” When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back. Then, in its own good time, it seeps and creeps back … Continue reading
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Tagged Chinese, Negotiate, Negotiation, Strategy, Tactics, Tips, Water
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Keep Negotiating Tactics Flexible
There is no right negotiating tactic if you have the wrong strategy or policy. Strategic objectives and priorities are more important than tactics. Yet history is full of great strategies that were defeated by poor negotiating tactics. The two go … Continue reading
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Tagged Flexibility, Negotiate, Negotiation, Strategy, Tactics, Tips
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