The_Essential_Manager_s_Handbook

DEALING WITH COMPETITIVE TACTICS / 423

USING EMOTIONAL BLACKMAIL

A negotiator tries to intimidate or influence you by fabricating

anger, frustration, or despair. They try to emotionally shake

you and make you feel responsible for the lack of progress.

To avoid: Use your emotional intelligence. Stay calm and

centered, and try to steer the negotiations back on track.

SEPARATING THE ISSUES

A negotiator insists on reaching an agreement on a single

issue before moving on. This prevents you from bundling

issues together and creating opportunities for trade-offs.

To avoid: Negotiate multiple issues at once, stating that

“nothing is agreed upon until everything is agreed upon.”

APPLYING TIME PRESSURE

The other party uses the pressure of time to try to get you

to concede by setting tight deadlines for an offer, or using

delaying tactics to reduce the time free for the negotiation.

To avoid: Use your judgment to decide whether a deadline

is real or not.

of 16 concessions were

won in a survey when

threats were made late

in the negotiation

15.5

NIBBLING

The deal is done, but at the last minute the negotiator asks

for another small concession. Most negotiators concede,

fearing that the last-minute demand might derail the deal

if it is not fulfilled.

To avoid: Remember that refusing to budge on a small

concession at the last minute is not usually a deal breaker.

US_422-423_Dealing_compet_tactics.indd 423 30/05/16 3:07 pm