Incremental Conversion
In a multi-party negotiation, persuade one person at a time. Then use them as advocates to persuade the remaining people.
Incubation
When attempts to solve a problem, or come to an agreement, have failed, it is often productive to set the work aside for a while to pursue other activities. Sometimes subconscious processes will help the participants come up with new ideas and solutions. Patience and thoughtful reflection are two powerful tools when negotiating.
Indirect Communication Style
Directly communicating negative information is seen as impolite and crude, even in a business setting. Instead polite excuses or evasions are given with recognition by both parties that a diplomatic strategy is being employed. Examples of cultures that employ an indirect communication style include Japanese, Chinese, Indians, and Saudi Arabians.
Fragmentation
If involved in a complex, multi-issue negotiation, it is often helpful to divide up the negotiation into its various components; come to agreement on the simpler issues; and then tackle the tougher issues. This can help pave a way to agreement. During the course of coming to an agreement on the simpler issue, relationships improve, [...]
Framing
Organizing information, facts, issues, and potential outcomes so the negotiator can gain a better perspective of what the negotiation will involve and where boundaries should be established. Using a Framing process helps the negotiator gain a better understanding of the relationships between all the factors likely to emerge in the negotiation and consider a variety [...]
Front-Page Test
An ethical test. Would you be completely comfortable if your actions and statements during this negotiation were printed in full on the front page of the local newspaper or were reported on the news?
Funny Money
Using monetary components or percentages instead of real money. Things like price-per-pound, price-per-month/day/hour, 3% per year, man-hours-per-unit, etc. "Funny Money" is usually given less value than real money. Funny Money can work for you or against you. If you encounter Funny Money in a negotiation, translate for yourself what it means in real money or [...]
Golden Rule
Do unto others as you would have them do unto you. In negotiation it is wise to ask yourself, "How would I feel if the other party did this to me?" If you conclude that you would not like it, it means the behavior in question may be regarded as unethical.
Good Cop Bad Cop
Good Cop Bad Cop When two participants play two "roles" in the negotiation. One plays an aggressive, demanding role; the other a more reasonable, friendly role. Sometimes the "Bad Cop" does not even have to be present. The "Bad Cop" could be your supervisor, or someone in authority in a distant office. Be aware [...]
Grow the Pie
Utilizing creative problem-solving techniques to match each party's needs with the other party's assets to find unique ways to optimize agreement and create more value for each side. There are generally several dimensions and several issues at play in any negotiation. Wise negotiators explore all the issues and dimensions of a negotiation to find trade-off [...]