SWOT
An assessment of yours or the other side's strengths, weaknesses, opportunities and threats.
Task Vs. Personal Conflict
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.
Take-It-Or-Leave-It
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 [...]
Sunk Cost Principle
Economic principles assert only future costs and benefits should be used to make decisions. Every negotiator should be aware that humans tend to remember past costs that have been spent or invested. This history and memory creates a bias and influences behaviors during a negotiation.
Trial Balloons
Suggest a solution or option to see if the other side bites. Exploring potential opportunities or alternatives.
Total Cost Approach
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 [...]
Straw Issues
Imbed items or issues that are relatively unimportant to you into the negotiation and treat them as "essential." Use these items as trade-off concessions to gain agreement on items you really do value. Asserting things that are not true or taking positions or making an offer that is ultimately withdrawn after the introduction of the [...]
Tirades
Outbursts often throw the other side off balance.
Trade-Offs
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.
Triangulation
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.