Tactics are designed to lower the expectations of the other side. Expectation setting is key. Setting your expectations high, while lowering the expectations of the other side.
Top 5 tactics are:
- Deadline pressure
- Competition
- Changing specifications or influencing specification
- Depending on buyer or seller side
- Use third parties
- Bosses, spouses, “ghosts” that aren’t at the table but somehow influence the final decision
- Using levels of authority