Gives the other party only two options—accept this or end the negotiation. This is a very tough negotiating tactic and often leads to resentment and hostility. This approach certainly removes any opportunity for Both-Win® value creation. When confronted with a Take-It-Or-Leave-It, a good negotiator will ask for consideration. This tests the resolve of the party [...]
Separate the person from the problem. Task conflicts are depersonalized. The analysis and problem-solving process aimed at a task can enhance relationships and lead to better solutions. On the other hand, personal conflict often threatens relationships as individuals become defensive and resentful. Creativity is stymied when personal conflict is present.
One party to a negotiation adds items to a negotiated package or deal to enhance satisfaction of the other party. Sometimes used as a deal closer (e.g. we will toss this in at no charge).
Threatens extreme action if the other side does not agree. Threat is implicit in every negotiation, whether it is expressed openly or not. There is always a possibility of deadlock and if talks fail both parties expect to lose something. Threats also create hostility and may have unexpected consequences.
Outbursts often throw the other side off balance.
Making similar or like exchanges of information, concessions, introductions, money, or something else of value that are given by one party to another party. Think of: "You scratch my back and I"ll scratch your back," "I did this for you now you owe me."
The total cost approach is a powerful negotiating tool for any seller under price pressure. Use the total cost approach to defend a firm price. If price appears to be the sticking point, do what Albert Einstein suggested when he said, "No problem can be solved at its own level." Direct your negotiation towards total [...]
One party concedes or yields on issues. While it would appear a concession by one party would bring the participants closer to agreement, sometimes a concession can do just the opposite. Developing a concession strategy is an important part of any negotiation.
Suggest a solution or option to see if the other side bites. Exploring potential opportunities or alternatives.
Determining if a person is lying by asking a variety of questions, all designed to validate the same information or fact. When inconsistencies surface you can infer the person is lying. Liars find it very hard to remain perfectly consistent in all aspects of a lie.