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Table Of Contents

Tactic 1: Know Your BATNA
Tactic 2: Know Your Opponent’s Real Objective
Tactic 3: Control the Setting
Tactic 4: Use Objective Criteria
Tactic 5: List All Items to Be Negotiated
Tactic 6: Timing Is Everything
Tactic 7: Decide How “High” Is High
Tactic 8: The Good Guy/Bad Guy Routine
Tactic 9: Control Your Emotions
Tactic 10: The Reciprocal Buy-Sell Offer
Tactic 11: Use an “Expert Witness”
Tactic 12: Find Common Interests
Tactic 13: Set a Deadline
Tactic 14: Don’t Always Hide Your Weaknesses
Tactic 15: Caucus
Tactic 16: Use Throwaway Items
Tactic 17: Package Items
Tactic 18: Agree on Something As Soon As You Can
Tactic 19: Make a First and Best Offer
Tactic 20: Posturing
Tactic 21: Avoid the “Winner’s Curse”
Tactic 22: Propose Multiple Options
Tactic 23: The “Win-Win” Approach
Tactic 24: Wait to Counter
Tactic 25: Be Flexible
Tactic 26: Keep Few Secrets
Tactic 28: Offer Fixed Alternatives
Tactic 29: Prolonged Silence
Tactic 30: Always Leave Room for Dessert
Tactic 31: Cut Salami Slices
Tactic 32: Don’t Exaggerate
Tactic 33: Bluff!
Tactic 34: Control the Forum with Visuals
Tactic 35: Apply Pressure (when you have the leverage)
Tactic 36: Surprise!
Tactic 37: Divide a nd Conquer
Tactic 38: Break the Tension
Tactic 39: Compromise
Tactic 40: Be Friendly
Tactic 41: Record the Meeting
Tactic 42: Split and Choose
Tactic 43: Nickel and Diming
Tactic 44: Make Use of a Positive “Halo Effect”
Tactic 45: Use Facts
Tactic 46: Ask Probing Questions
Tactic 47: The Premature Congratulation
Tactic 48: Walk Away
Tactic 49: Final-Offer Arbitration
Tactic 50: Commit the Offer to Paper
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50 Practical Negotiation Tactics

50 Practical Negotiation Tactics

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Published by zambroata

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Published by: zambroata on Apr 18, 2011
Copyright:Attribution Non-commercial


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