Common negotiation tactics and counterstrategies to recognize

Tactics to Look Out For

Business 340-Week 8 Assignment 4: Tactics Look out for Write a (1-2) page paper develop a general strategy counteracting "tactics." & nbsp; The format report: •Typed, double spaced, Times New Roman font (size 12), inch margins sides, APA format.

Tactics to look out for The outrageous first offer

When negotiating, one common tactic is "the outrageous first offer" (Cameron, 2012, Tactics used at the table; opening plays [part 1 of 3]). In other words, the first offer is designed to seem so unreasonable that all other offers will seem like reasonable concessions in comparison. When some is buying a new car or another product that is commonly purchased through haggling, he or she will almost always 'start low.' The best way to deal with this technique is to call your opponent's bluff and let them know that the offer is outrageous. Citing facts or figures to back up you claim is an important step to bolster your credibility.

Time pressure 'If you only act now:' artificial time pressures are a common negotiating ploy (Cameron, 2012, Tactics used at the table; opening plays [part 1 of 3]). This is often used in sales, to make the customer believe that he or she needs to take the offer without thinking. Often, upon closer analysis, the offer is not nearly as good as it might appear on the surface. The ploy is used to prevent the opposing party from engaging in critical thinking. The best technique is to call the other person's bluff and to demand more time: quite often, an offer will or can be extended, and if it is not, it likely does not bear up under further scrutiny.

Silence

Often, people are frightened of pauses and silence. Silence can be used as a way of establishing control over the situation, as the opponent may accept an offer, simply as a way of filling the silence. Once again, this common strategy is best met with an equal display of strength. "This is a game of 'stare-down.' Use your discretion, but for the most part, he/she that speaks first, loses" (Cameron, 2012, Tactics used at the table; opening plays [part 1 of 3]).

Nibbling

This is often used when negotiations have almost formally concluded, and the opposing party demands more and more small concessions that eventually fundamentally alter the balance of power in the agreement. "The counter to this is that the other side is likely to be equally committed, so you can flat out refuse to move and they will probably let it go" (Cameron, 2012, Tactics used at the table; opening plays [part 3 of 3]). If necessary, some concessions may need to be withdrawn, to show the other side that you mean 'business.' Also, setting aside certain issues as 'closer' concessions ensure that 'you' have greater control over the end negotiation process, versus your adversaries.