Negotiation Tactics — 42 Powerful Tactics + How to Counter Them

20. Linking Issues

This is a very useful tactic but it needs careful planning. It is essentially a way of creating movement by establishing a link between issues, which had previously been separate.

For example, the seller may persuade you to make a further concession that if you buy a particular model of a car, you will get serviced at that garage. 

Counter Tactics

• Tell them that asking for a linked deal indicates that they are feeling in a weaker position
• Refuse to link two things if the linkage is not in your interest
• Toughen your stance on all issues

21. Full Disclosure

This depends very much on the atmosphere that has been created. Both parties need to feel that they will not be exploited by the other. This is often used when negotiators are well used to dealing with each other as they have a high level of trust between themselves.

You must take note that trust takes time to build but it can be destroyed easily. 

Counter Tactics

• Although you have a high level of trust, you still need to be careful. 
• Openness is demonstrated rather than stated so beware of the person who uses phrases such as, “I’m now going to be totally open with you”, they seldom are!

22. Let’s Do Lunch

An informal meeting or contact can be used to test for views, positions, and sensitivities, and to meet the other person ‘off guard’.

Counter Tactics

• Know that there is no such thing as an informal meeting when it comes to negotiation
• Treat every encounter as though the negotiation depends on it
• Do not reach a formal settlement informally
• Keep notes of what you have discussed even in informal meetings
• Do not allow their pleasantries to make you feel obliged to make concessions

23. Onus Transfer

This tactic puts the onus or burden on the other party to come up with ideas. An example of this would be asking, “what must we do for you to reduce your prices?”

Counter Tactic

• Use the technique on the other party. Who is to say that they are right in asking you to meet their demands, and not vice versa?

24. Mystery Man

The implication is that some absent third party is responsible for the unpleasant point you are about to deliver, for example: “I’m only telling you what the engineers are saying” or “I’m under pressure to achieve a 5% reduction in current prices.”

The third-party must be placed at a level where it would be difficult for the person with whom you are negotiating to make a contract. 

Counter Tactics

• Get them to identify with and take personal responsibility for the issue by asking if they hold the same view
• Suggest that the issue is between you and the “unseen” person
• Stay calm and request a break to discuss the matter with your team

25. New Faces

This tactic refers to a change to another team or refers to other individuals or groups.

Counter Tactics 

• Ask them the reason for the change
• Bring in new faces on your own
• Bring in your superior

26. Physically Disturb Them

This uses various physical non-violent movements to throw the other party off its balance. Examples are lean inventory across the table, changing the normal seating pattern, sitting close to them, and asking them not to smoke if they usually do. 

Counter Tactics

• If possible, try to control the room so that the other party has no intimidating options to use against you
• For those that are more behavioral, simply laugh quietly to yourself
• Take personal pleasure that their tactic will have no effect on you other than strengthening their own position

27. Outrageous Behavior

This tactic is where the other party shows shock, disgust, or annoyance at what you have suggested with the aim of forcing you to give in due to shock. 

You must take note that this tactic can take on more subtle forms such as smirking at their colleagues, closed body language, and a derisory snort.

Counter Tactics

• Do not respond emotionally. Wait until the anger dies down.
• Keep calm and express concern about the misunderstanding. Only proceed in the negotiation once the atmosphere turns to normal

28. Personal Favor

This tactic is an emotive stance. Emphasize the trouble you personally went to for the other party, e.g. “I had to work hard to get the engineers to even look at your product” or “I had to make special arrangements to get your invoices paid in the time you wanted.”

Counter Tactics

• Remember that is it a business deal that you have negotiated
• Agree to the concession on the condition that they will also grant you a personal favor

29. Red Herring

Getting something you want by pretending you want someone else is called red herring in negotiation. An example would be a supplier will focus his/her attention on a minor issue in order to get his/her way on a major issue. 

Counter Tactics

• Asking why may help you expose the weakness in their demands
• Use the same tactic against them
• Never jump at their request and give in immediately

30. Pre-Emptive Strike

This forestalls any prospect of negotiation, for example: “I have an order here for twenty tons… give me a price for this product and I will put your name on it!” This can sometimes panic the other party into an agreement.

Counter Tactics 

• Do not react, stay calm and be rational
• Indicate that you may be interested in talking about the situation and steer the conversation into a negotiation. Thus, bringing in a range of variables other than just price
• If pressured for a decision on a set price you must make your decision based upon how much the deal is worth to you.

31. Re-Escalation of Demand

This tactic suggests that after conceding and moving towards the other party, you then find that they are unwilling to move and persist in pushing for more.

Counter Tactics

• Appeal for their professionalism
• If they are not prepared to honor their word, tell them that you have moved too far and must return to your original position or beyond

32. Recessing

This tactic seeks an adjournment or a break to review, recalculate, or reshape the deal. New ideas may emerge if a break is taken preferably away from the stress of the actual negotiation.

Recesses should be taken when there are some complicated computations that need to be done or the emotional temperature is rising.  

Counter Tactic

• None is required. 

33. Salami

In this tactic, you feed difficulty or bad news in thin slices, piece by piece. This usually produces concessions due to the fact that the other party wishes to get away from an increasingly uncomfortable situation.

Counter Tactics

• If you feel like this is occurring, stop the slippery slope at this point
• Tell them that it will not be possible to reach an agreement without putting all the issues in full at the negotiation table.
• Withdraw previous concessions and tell them that the new information puts the whole negotiation in a new light. Thus, the whole negotiation has to be reconsidered. 

34. Russian Front

In this tactic, you are presented with two options. The first one is awful that you will agree to the second option.

Counter Tactics

• Do not agree to their option
• Ask for more options
• Suggest some options of your own

35. Hypothetical Question

A technique that helps every conversation and thus negotiations: talk about ‘what if’.  It helps to test your own hypothesis, to determine how serious the other person is and this technique helps negotiations forward when there seems to be no more room left to move. 

“If I were to give you this, how would you feel about doing this for me?”

By asking this question, you’re not making a step offer-wise; you’re using words to find out the level of flexibility at the other side of the table & what it might be possible to agree upon. 

This can be useful for checking a new idea or to help break the deadlock and matters can be discussed without the fear of commitment. If used during the exploratory/testing stage it can open up useful alternatives and help shape a deal. 

Counter Tactic

• None required – it is generally a good tactic, to be used by either party to arrive at the very best mutually agreed solution

36. Why

You should not be afraid to challenge the other party, especially at the early stage of the negotiation when positions are being defined. However, you must remember not to use it excessively as it can cause frustration and inhibit the other party from checking some other alternatives. 

Counter Tactics

• Be prepared to answer any challenge confidently and easily
• Challenge back in equal measure

37. Trojan Horse

When some things are too good to be true, well because they are. For example, avoid following the buyer who gratefully accepted the offer of fixed prices for twelve months only to find the market price subsequently fell.

Counter Tactics

• Never say yes to the first offer
• It might be tempting to take offers that seem to be attractive. However, it would be unusual if you were not able to negotiate an even better deal. 

38. Vice

Just like its name, this tactic is intended to pile on the pressure for the supplier to offer a lower price or a better deal. 

Counter Tactics

• Do not make an early negotiation concession
• Ask them what you need to do to improve the deal. This will reveal what they really want in the negotiation
• Use the trade-off technique

39. Silence

Silence is a good tactic to diffuse emotions in the negotiation. Generally, many people are uncomfortable with it. Thus, they will have the urge to fill the “silence” and when they usually do, it weakens their position. 

Counter Tactics

• Use the broken record tactic
• Use even more silence in return
• Tell them that you would appreciate a response to your last statement
• Smile and wait for them to fill the void

40. The ‘Journalist-trick’

At the start of my career, I worked for a few years as a journalist. What I learned in that experience is that people gave me the best quotes after the official part walking towards the exit door when I just asked my final question.

For example, just when the supplier is about to sign the deal, you may say something like, “and it includes this, doesn’t it?”. Always think ahead of any negotiation of two things that you can include in your last sentence and use them at the end of the negotiation. 

The other party may give in to what you just asked at this point as they do not want to waste what you both agreed. Using this wisely can get you a little bit more out of the deal. 

Counter Tactic

• Be careful of agreeing instantly with whatever the other party may bring up when you are about to sign the negotiation. Keep calm and smile while thinking of an answer. 

Negotiation Tactics: What Are They?

Negotiation tactics are methods used by negotiators to gain an advantage in the discussion. It is often deceptive and manipulative. Thus, the reason why you need to recognize when it will be used against you. 

These negotiation tactics will not wave at you and say “here I am, look at me.” If these tactics are obvious, then they will not be effective in the first place. Often, these tactics are self-serving to fulfill the negotiator’s goals and objectives. Therefore, it is usually detrimental to others which makes these tactics “win-lose” in nature. 

These tactics need to be used with discretion and you have to be responsible for the outcome as some are more underhand, deceitful, devious, and even downright “dirty”. You will need to use your own professional judgment on which tactics to use and in what way you are going to use them. 

Awareness and How You Respond is the Solution

The first step in successfully negotiating with the other party who is using negotiation tactics is to identify what tactics it is and to be aware of what they are doing. 

Typically, tactics depend on two things: the chances of you not knowing that you are being manipulated, and reacting in a predictable way. 

If you identify the tactic, you are less likely to respond to it the way the other party expects you to react. Thus, gaining a degree of control in the negotiation. 

The list that we showed you are the most used tactics in negotiation which you can write down and use in your negotiation in the future.

Concluding Thoughts on Negotiation Tactics

Because all tactics mentioned above can be used in inter-relational settings between people it is important to study the person you are going to negotiate with. As stated earlier – It is people who negotiate, not companies. Tactic 1 will work better on some people than tactic 2. Also, the same tactics will work differently on the same person in different circumstances or at different times.

Do you want to learn how to counter these negotiation tactics effectively? Then enroll in our Negotiation Course For Procurement Professionals!