Negotiation Tactics/Approaches NOT (Typically!) Used by Skilled Negotiators
- “I won’t let my client agree to that.” (Who is the real decision maker?)
- “Because.” (No Logic or Rationale. Giving good reasons increases your chances of persuading effectively.)
- “I don’t care about your client.” (Skilled negotiators know they have to adequately satisfy the other side to reach agreement.)
- Sloppy Offers/Counteroffers (as in incomplete documents which creates doubt on the other side)
- Communicating Only or Poorly in Writing (Written negotiations get the poorest results and the most threats/ultimatums.)
- Ignoring Connections/Similarities (People like to do business with people they like and something you have in common may be THE factor to close the deal.)
- Not Making Concessions Properly (Name your concession and take something of equal value in exchange.)
- Not Building Trust (Building trust leads to more information being shared.)
- Not Exploring Options/Alternatives (Identifying options that work for both sides is the art of negotiation!)
- Low Ball/High Ball Offers (You risk insulting the other side and bringing negative emotions into the negotiations.)
- Not Respecting Cultural Differences (Shows lack of understanding and respect)
- Not Respecting Generational Differences (Shows lack of understanding and respect)
- Not Being Flexible (Often leads to deadlock or no deal)
- Letting Price Override Other Issues (Focus on Value not price or cost)
- Not Knowing/Using BATNA (BATNA defines walkaway power – Know it!)
- Intimidation Tactics (Competitive tactics that destroy collaboration)
- Silence
- Not Responding or Stonewalling
- Staring
- Threats/Ultimatums
- Bullying
- “How long have you been in the business?”
- “How dare you!”
- Rudeness/Offensiveness/Insults
- Not Trying to Build a Relationship (Shows disrespect and arrogance)
- Not Caring about Your Reputation (Could truly hurt your business and results)
- Not Using Proven Persuasion Principles (decreased the odds of success)