Tactics to Look Out for

Strayer University
Bus 340
Tactics To Look Out For
Nancy Wilson-Walker
Professor Gary Reinke
Contract Negotiations
Week 8 Assignment 4

June 02, 2013
Strayer University
Bus 340
Tactics To Look Out For
Nancy Wilson-Walker
Professor Gary Reinke
Contract Negotiations
Week 8 Assignment 4

June 02, 2013

References

Dawson, Roger. (October 10, 2011). Top Twenty Power Negotiating Tactics. Home Business Magazine, 3rd Edition. Retrieved from http://www.homebusinessmag.com/marketing/how-guides/top-twenty-power-negotiating

Farrington, Jonathan. (2007). Negotiating Tactics Tricks and Threats. Salesopedia. Retrieved from http://www.salesopedia.com/index.php?option_content&task=view&id=746

Cameron, Matt. (February 8,2012). Negotiation #5: Tactics used at the table;The end game (Part 3 of 3). Retrieved from http://whoto.wordpress.com/2012/02/08negotiation-5-tactics-used-at-the-table-the-end-ga

Tactics To Look Out For In order for an individual to be successful in negotiating, they must be able to recognize tactical use. The ultimate objective in tactic use is to decrease the expectation of your opponent, so in return you may obtain a favorable conclusion to your negotiations. In general, if you’re able to recognize tactical usage, you should be able to reduce the percentage of effectiveness that weighs against use. Tactics such as the Flinch, the Vise, and the Monkey are techniques that a beginning or experienced negotiator can add to their team’s playbook. The Flinch is when a negotiator allows himself to flinch at his opposing side’s proposal. The key to this tactic is to react stunned by the proposal presented before you. By your act of astonishment, your opponent should have feeling of remorse for their brazen actions. If you don’t act in response to their proposal, what body language will you use to act as an indicator that by no means, that the proposal introduced, was not a step in the right direction. Too many times negotiators

References: Dawson, Roger. (October 10, 2011). Top Twenty Power Negotiating Tactics. Home Business Magazine, 3rd Edition. Retrieved from http://www.homebusinessmag.com/marketing/how-guides/top-twenty-power-negotiating Farrington, Jonathan. (2007). Negotiating Tactics Tricks and Threats. Salesopedia. Retrieved from http://www.salesopedia.com/index.php?option_content&task=view&id=746 Cameron, Matt. (February 8,2012). Negotiation #5: Tactics used at the table;The end game (Part 3 of 3). Retrieved from http://whoto.wordpress.com/2012/02/08negotiation-5-tactics-used-at-the-table-the-end-ga Tactics To Look Out For In order for an individual to be successful in negotiating, they must be able to recognize tactical use. The ultimate objective in tactic use is to decrease the expectation of your opponent, so in return you may obtain a favorable conclusion to your negotiations. In general, if you’re able to recognize tactical usage, you should be able to reduce the percentage of effectiveness that weighs against use. Tactics such as the Flinch, the Vise, and the Monkey are techniques that a beginning or experienced negotiator can add to their team’s playbook. The Flinch is when a negotiator allows himself to flinch at his opposing side’s proposal. The key to this tactic is to react stunned by the proposal presented before you. By your act of astonishment, your opponent should have feeling of remorse for their brazen actions. If you don’t act in response to their proposal, what body language will you use to act as an indicator that by no means, that the proposal introduced, was not a step in the right direction. Too many times negotiators don’t show sentiment. In this case scenario, your intent should be to show emotion to give the implication that they should respond carefully with the next remark. The Vise is the technique that you could be victim to if you are not careful. In order to correctly carry out this play, you and your team members must carefully listen to the other negotiating team. After the other team has laid an offer on the table, you must respond first by apologizing wholeheartedly. You then make a statement that is close to the following statement. Unfortunately, this won’t do and you will have to do better. Then you remain silent. You are now playing the Quiet Game. The first person to speak, loses. Whomever speaks initially after the initial offer is made, will most likely be the next person to make concessions. Be careful, remain quiet and let them speak first. If you can follow this set of directions, you should result with a positive. Some negotiators allow their opposition to make their concerns or problems their issues. It is very important that you do not allow them to put this monkey on your back. Your opposition will attempt to make their problem, your problems but ideally it is up to you not to subject yourself to this tactical treatment. Your main focus is to evaluate and consider it for validity. If the statement is made that their budget will not such expenditures, the question you should then next ask is, “Who has the authority to supersede the established budget?” Collectively you do not want to waste time with individuals who do not have authority to make or amend changes. If there are items on your agenda that can only be addressed by someone who is not actively apart of the negotiating team, I advise you to go there. Ask and you may receive. Tactics definitely do work and it is a matter of personal decision whether or not you employ them. As a negotiator, you can make the preference to make use of tactical strategy or allow them to be used on you. Recognizing when to use them and when they are being used are the keys to a locked door. As you progress in skill level, you will become crafty in detecting tactics. In conclusion, the Flinch, the Vise and the Monkey are all tactics that you can look out for during negotiations.