Guard Yourself Against These Ruthless Negotiating Tactics

March 13, 2009 in Articles by article-admin | No comments

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Resource Box: Bare Knuckle Selling / Bare Knuckle
Negotiating

“Guard Yourself Against These Ruthless Negotiating Tactics”

- by Simon Hazeldine (MSc FInstSMM)
The “Bare Knuckle” Salesman

If you want to protect yourself during a violent street
fight, you have to know what dirty tactics an experienced
street fighter may use. Having personal experience of
violent encounters whilst working as a doorman I know this
to be very true!

As a martial artist I train to anticipate and to be able to
counter such dirty tactics. In a street fight there aren’t
any rules! I do not advocate the use of such dirty tactics
but I do train to handle them.

In the same way I do not recommend the use of the dirty
negotiating tactics that follow – I do recommend that you
learn how to handle and counter them. Effective negotiators
do not use such tactics (they can backfire spectacularly)
but they do understand these tactics and how to counter
them.

Here are three low down dirty negotiation tactics that you
must know about:

“The Nibble” The nibble tactic is used when the negotiation
appears to have been concluded. In what appears to be an
afterthought, perhaps even as you are walking out of the
meeting, the other party casually states something like,
“That includes the free servicing, right?” Caught off guard
many people will end up agreeing to a minor concession.

“Meet me halfway” During the closing stages of the
negotiation you get asked to meet the other party “halfway”.
It appears to be very fair with each party making a
concession. However, halfway is not necessarily a good
place for you and the other party may have added significant
amounts of “padding” to their initial position anyway.

“Help me out this time and I’ll see you right next time” You
are offered some promise of future benefit to you if you
make a concession this time. Unfortunately the benefit you
will get is somewhat vague and it is very likely that having
set the precedent this time that the same tactic will be
applied in future negotiation also!

You must understand dirty tactics such as these and you must
learn how to handle them effectively.
Simon Hazeldine is the author of the bestselling books
Bare Knuckle Selling (foreword by Joe Vitale) and
Bare Knuckle Negotiating (foreword by Duncan Banatyne)
http://www.bookshaker.com/articles.php?authors_id=20

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