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LISTOFNEGOTIATINGTACTICS
Iputthislistofnegotiatingtactictogetherforapresentationseveralyearsago,sourcingthemfrombooks,articlesandon-lineresources.Itblewmymindhowmanyofthemtherewereandhowmanyofthoseweremanipulativeandinauthentic.Frankly,becauseIdonotteachorfocusontacticsandcounter-tactics,therearesomeonthislistthatatthispointIdon’tevenrememberwhattheyare.
ThereasonforincludingthislisthereandmentioningitinAuthenticNegotiating:Clarity,Detachment&Equilibrium–TheThreeKeystoTrueNegotiatingSuccess&HowtoAchieveThemisonlytoillustratehowridiculousitwouldbetospendtimelearningalloftheseasmanyareinauthenticandineffectiveandasyourtimeismuchbetterspentondoingthenecessaryinnerworkandlearninghowtoattainandmaintainCDE,thethreekeystotruenegotiatingsuccess,andtheotherthingsIteachinthebookbeforespendinganytimeoneventhefewthatarenotinauthenticandhaveanyvalue.
¨ Alter Syndrome
¨ Anger
¨ Auction
¨ Bad Publicity
¨ Better Offer
¨ Better than That ¨ Biased Choice
¨ Big Fish
¨ Big Pot
¨ Bird Dog
¨ Bluff
¨ Breaking it off ¨ Brooklyn Optician ¨ Buddy-Buddy
¨ Call Girl
¨ Call for Higher Authority ¨ Cards on the Table ¨ Caucus
¨ Change the Negotiator
¨ Changing Standards
¨ Check the Facts
¨ Control the Agenda
¨ Credentials ¨ Crunch
¨ Dancer
¨ Deadlines ¨ Delays
¨ Divide and Conquer
¨ Doomsday
¨ Doubt Casting
¨ Double agent ¨ Dry Well
¨ Empty Pockets ¨ Empty Promises
¨ End Run
¨ Escalating Demand ¨ Face Saving ¨ Fair Criteria ¨ False Deadline ¨ Faking ¨ Fame
¨ Fatigue
¨ Flattery ¨ Flinch
¨ Forgotten Issue
¨ Forced Choice ¨ Funny Money ¨ Fragmentation
¨ Good guy/bad Guy
¨ Highball
¨ Hire an expert
¨ Huntley-Brinkley ¨ Incremental Conversion
¨ Interim trade ¨ Intimidation ¨ Lawyer
¨ Leaking
¨ Limited Authority
¨ Linking
¨ Lowball ¨ Mirroring ¨ New issue
¨ New player ¨ Nibbling
¨ No authority
¨ Non-negotiable
¨ Outrageous Behavior
¨ Overwhelm
¨ Padding ¨ Phasing
¨ Plant
¨ Put Down
¨ Quivering Quill ¨ Red Herring ¨ Roaring Brains
¨ Russian Front ¨ Reducing Choice ¨ See you in Court
¨ Shotgun