A collection of documents, information, and data on a particular person or group. This information is used to gauge probable reactions to proposals put forth in the negotiation. Good negotiators compile a Dossier on the parties they negotiate with. Over time, this Dossier provides valuable information and provides guidance as to the potential behaviors of [...]
Show that you have nothing left to give.
Having a high degree of concern for the interests of others in the negotiation while maintaining a high degree of concern for your own interests.
Traditional negotiating powers such as organizational status, gender, age, race, and type of dress are present in face-to-face negotiations. A power shift occurs when email is used in a negotiation. Most, if not all, of these power elements are eliminated. Power and status differences are minimized and individuals who might have little power in face-to-face [...]
Some people try to get what they want by becoming emotional, by embarrassing the other person, or by becoming a nuisance. We tend to become defensive when we encounter such behavior. The best approach to emotional, harassing, bothersome, or embarrassing behavior is to stay in control. don't respond by becoming emotional yourself—the negotiation will simply [...]
Going around someone to achieve that which they are resisting, and getting approval from another source with authority. Going around the person you are negotiating with to resolve the issue with someone else—generally someone of higher authority.
A sudden rise in the intensity of disagreement between negotiating parties; a sudden rise in the terms that was not expected.
The more you get the more you require. Puts real pressure on the other side and tests their limits.
Escalation is a very tough negotiating tactic. An agreement is reached between two people who have the apparent authority to make the deal. Then, one says that they need to show the agreement to someone else for "routine" approval. That's when the first surprise occurs. The higher authority rejects the agreement unless further concessions are [...]
Cultures with an expressive communication style regard emotion as a natural part of the communication process. A total lack of emotion in their counterparts may feel to them like a lack of sincerity and trust. Examples of such cultures include Mediterranean, Arab, and in some situations Russian and Latin America.