Have you been in a negotiation that you thought was over, only to find out that it wasn’t, there was one little thing that needed to be addressed? It could have been, someone wouldn’t sign the deal. Or, maybe it was, ‘the last one just sold’. His reopened negotiation could have adopted any variation of the last two excuses. The excuses were most likely invented, already built into the other’s negotiating plans. deal maker. if you leave such tricks bother you, they can blow its mind.
The following is how some negotiators use such tricks and how you can protect yourself against them.
The trick: Someone who is dishonest or someone who uses the deal-no-deal strategy
Challenge – Some negotiators are downright crooks. Their main strategy is to find out how they can trick you. They will use tricks like closing a deal, waiting until the agreement’s terms expire, and then backing out or asking for small concessions. You can sue them for breaking the agreement, but that means you’ll spend more time dealing with them.
Answer: This person can be extremely difficult to deal with; if possible, don’t deal with it. As in any negotiation, you must have background information on the other negotiator. Part of that due diligence should be discovering his trading style based on his previous trades. If you’ve used cheat tactics in the past, they should be easy to spot.
If you can’t avoid it, watch how you respond throughout the negotiation. These people can be very accommodating when they engage with you – they are setting you up for the trick to come. Use time as your ally: stretch the negotiation. At intervals, have deliverables that you need to meet before trading can happen. If at any interval it spills, let that serve as a consideration to abandon the negotiation. To better protect yourself, get ahead of your deliverables to avoid spending unnecessary time negotiating.
moving target – That’s not what I/you said.
Challenge: The negotiator who uses this tactic can use it in different ways. You can play the confused person, “I don’t know what I was thinking, that’s not what I meant.” Or, he may try to paint you as the bumbling jerk: “How the hell could you infer that? I would never make an offer like that.”
Answer: When you use any form of this tactic, stop it; explore how the point of miscommunication occurred. Then note to what degree, if at all, it reoccurs. If so, ask him if he is intentionally miscommunicating with you. If she gets nervous, so be it. Bring the tactic to light. By doing so, you will disarm its use.
time delays: I am sorry. I’m not ready to continue. Can we postpone until next week/month?
Challenge: Every good negotiator knows that the more time you spend on a negotiation, the more energy you will expend to reach its conclusion. Therein lies the catch. Because, the more time passes, the more likely it is that he will make concessions.
Response – Consider the reasoning behind the request to delay negotiation – look for its validity. You might consider raising the question about whether your negotiating partner is looking for other offers, etc. See how he responds. The point is to test your extension request to assess its validity and prepare for what may come. Don’t get sucked into the vortex of the black hole of time. You may regret it if you do.
Conclusion – Protect yourself.
The above strategies are acceptable forms of trading in some environments. So what might be a cruel dirty trick in one area might be considered a normal way of doing business in another. Therefore, please be aware of the normal trading practices of the environment in which you find yourself. Doing so will allow you to heighten your sense of awareness of that environment…and all will be right with the world.
Remember, you are always negotiating!
Listen to Greg’s podcast made https://anchor.fm/themasternegotiator