Chapter Eight

Advanced Negotiation
Tactics
Siti Azizah
Asnaini
70200112016
Promosi
Kesehatan

Power Tacticks for Handling High-Stakes

Issues

This chapter presents tacticks and

strategies you can use to get what
you want in both formal and informal
negotiations.

Power Tactic

T
Silence
The bluf
Silence is powerful
Good cop/bad
Asking for more
because peopleThe
are seed of copwhen
everyone
afraid of it-so much doubt
knows you will
The
negotiation

so
that Theour
seed of
doubt
take
or
equivalent
of thisless,
language
tactic
has
involves
routine is a making
team of a demand
developed
planting
the
atwo,
doubt
that has
one of whom
ig virtually
phrase
in an
the mind
of
no other
chance
of
agreeable,
the
awkward silence.
your targetof as
to is not.
being
met.
whom
The
In the presence
whether
of
there
is want
Theto do key
to
good cop
silence, people
going
feel to be
any
successful
bluff is
bussiness;
the
bad
the need to jump
agreement
in
or deal
cop
doesnt,accurately
or is at
and cover it
made.
up,
the
least very determining
relucant
just to avoid that
oppositions ouch
to.
awkward silence.
point and asking
for a figure just

Power Tactic

Item stacking
The squeeze
Give to get
The false
The give Best
to getuse towardplay
concession
the by
endTheof
a
tactic is driven
squeeze
play is

The
falseprinciple
negotiation
the
that a pressure tactic
concession you
is ashouldnt
sessions,
give usedwhen
to try to gain
demand
thats
people want
up
anything
an to getagreement
placed on thewithout
table
out
of thequickly.
room, is
getting
The
for one purpose:
to
grouping
something
return. squeeze play is a
be taken off.
items pressure
UseBe
the givenegotiation
to get blatant
careful whattactic,
you
and but tactic
issues
and should
ask for- youespecially
just
together
late in and
be trying
applied only if
might get it! the game,to dont
gain agreement
those on the other
an severalside
items
become its victim!
ofatthe table
once.
are susceptible to
it.

The Tactic
exit
Power

The exit is anThe what-if

ask!
The
what if is Just
a
option when
youve
deal
tactic
tried hard to
arrive usedThe to better
squeeze one often
more goes to the
at an agreement
The
superior
andsilent
concession
out
of
and the other
side
fondle
strategic
negotiator.
theitother side.
The
wont budge;
This actually a
what
if tacticHowever,
is a
may be time
to go
sometimes
bargaining
the
tactic
last-minute
move
and wait them
out.
isyou
therecan
use
that counts onadvantage
a bit
Keep in mind,
the asking.
when
Thetrying to
of an
surprise asforwell
though, that
problem
is, get
if you
the
best
the
other
exit shouldas
indicate
dont think price
like a on
a
teams
that yourenegotiating
willing
negotiator,
purchase.
you
fatigue
or
to talk further
but
wont
to
beeven bother to
there is nowillingness
point in
ask the question!
rushed.
talking right
now.

Power Tactic

Devaluing The
Item
Make some kind of
remark
indicating
that you dont think
too highly of the item
in question, and then
go on to one of the
strategies discussed
previously.
If
you
make a devaluing
remark, keep it real.

The bajour
Bajour is a gypsy
term for a big score
or swindle. Negotiate
consistently
and
vigorously, but do so
honestly, and the
many good deals and
agreements
you
make
will
far
outweigh that one
bajour.

How Do You Find Their Ouch Point?

Going too far with a bluff can work against

you. The resolution of this conflict lies in
making your bluff exceed the other
sides ouch point, but not by too far

How Do You Find Their Ouch Point?

The 30 Percent
Rule
In a bluff, dont stray too
far
beyond
the
30
percent
geideline.
Because, when a set of
numbers is more than 30
percent over or under
what it should be, the
credibility of the people
behind those numbers
suffers and the climate
in which an agreement
can
be
reached

Fallback
Positions
You should attempt
to
gain
a
concession
each
time you go to a
fallback position.

Risk versus Reward

You should examine the risks and rewards of

any negotiation-what you will gain if you
succeed and what you will lose if you dont.
Having a real backup plan gives you the
power to negotiate even harder, turning that
greater risk into an even greater reward!