Trial Balloons
Suggest a solution or option to see if the other side bites. Exploring potential opportunities or alternatives.
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.
Tunnel Vision
A tendency for negotiators in multi-issue negotiations to underestimate the number of options that are available.
Smokescreens
Used to change the subject, cloud an issue, or delay a decision. A new person may be temporarily introduced into the negotiation. A new issue is brought up that must be investigated. Suddenly the scope of issues is expanded to include broader issues. Significant new information is introduced that must be analyzed.
Spheres Of Mutual Interest And Interdependence
The more opposing parties develop intersecting spheres of mutual interest and interdependence, the more bargaining power they are likely to exert. The range of possible outcomes where both parties are satisfied with the agreement. This generally is the overlap area between each party's acceptable low and high range. It also encompasses interdependency created by [...]
Spin
To put a positive spin on your communications with another party by aligning the topic being discussed with the other party's particular interests or needs.
Splitting the Difference
Taking the distance on an issue that stands between the latest positions and giving each side half. Can be a tactic to make you think you are getting an equitable result when in fact where the negotiation began was to the advantage of the other side. Offer to agree on a halfway position. Make equal [...]
Squeaky Wheel
Adopting a negative, demanding emotional style of negotiating. Using hostility and threats to demonstrate an unwillingness to move away from a stated position. A negotiator often is compelled to concede or give in just to stop an irritating squeaky wheel. It's just not worth it to hold their position.
Stalling
A tactic that avoids reaching agreement by claiming without justification the need for more time.
Stonewalling
Demonstrating by your actions or words that you are not open to new solutions. Some negotiators stonewall to see if the other side will capitulate.