Ultimatum
A threat of no agreement used to force closure, often expressed as "take it or leave it."
Worse Product Approach
A buyer finds out what a seller will take by offering to consider a somewhat lower quality item, and then tries to buy the higher quality item for the lower price.
Walk-Out Tactic
Sometimes walking out or forcing an impasse (deadlock) can be done for strategic purposes. When used as a strategy to test the other side's resolve, or to buy yourself more time, it is important to plan in advance how you will reopen the negotiation at a later date.
Unanimity Rule
A process often employed in "Group" or "Multi Party" negotiations to reach a decision or agreement by the involved negotiating parties. A unanimous decision is only achieved when all the negotiating parties are in total accord in making a decision or an agreement. Requires a group's decision to be unanimous—as opposed to a majority vote [...]
Worth Analysis
Part of planning your negotiation strategy. Worth analysis is different from cost analysis. In worth analysis, all economic and psychological factors are considered. Worth is the power to satisfy wants. Its value depends upon what is considered useful or desirable to a person in a particular situation. Cost is only one of the many elements [...]
Venting
Letting individuals express their frustrations, disappointment, anger, or feelings regarding an issue or event helps relieve tension in a negotiation and helps create a bridge to agreement. When a negotiation becomes heated, allow time for participants to vent. This often helps get a negotiation back on track.
What If? Technique
Suggest a solution or option to see how the other side responds. Exploring potential opportunities or alternatives. This technique is a way to get information from the other party that ordinarily might not be given. Good "What If?" questions provide insights into the other party's business practices and motivations. These questions can open up new [...]
Walk-out
Literally the situation where a party abruptly leaves the negotiating room or table and refuses to return. An example of an aggressive Crunch.
Yields and Shields ᵀᴹ
The idea of trading lower value items for those of higher value is universal in all negotiations. TableForce has labeled these negotiable items as "Yields" (low value, willing to give up, let go, concede) and "Shields" (must have, cannot conceded, the boss says "never")
Win-Win Negotiating
A negotiation in which both parties strive to reach an agreement that satisfies everyone. Also called interest-based, value-based, and mutual gain negotiating.