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