The_Essential_Manager_s_Handbook

422 / CONDUCTING NEGOTIATIONS

Dealing with

competitive tactics

In competitive win–lose position-based negotiations, negotiators

use various manipulative tactics to maximize their interests while

disregarding the interests of their counterparts. They usually believe

that these tactics are quite effective. Often, however, these tactics

can backfire, escalating the level of negotiation or even leading to

an impasse. Skilled negotiators recognize these tactical traps and

know how to avoid and neutralize them.

MAKING A HIGHBALL OR LOWBALL OFFER

A negotiator assumes that you are not fully informed

and tries to take advantage by making a very high offer

as a seller, or a low offer as a buyer. Their objective is to

replace the benchmark you have in your mind with one

in their favor.

To avoid: Be confident in your benchmarks and try to see

clearly through this ploy.

PLAYING GOOD GUY/BAD GUY

One negotiator plays tough and uses aggressive

tactics, such as threats and ultimatums. Another

empathizes to make you believe that he or she is

on your side. Neither is on your side—both are

trying to maximize their own interests.

To avoid: Focus squarely on protecting your

own interests.

Competitive tactics and how to avoid them

US_422-423_Dealing_compet_tactics.indd 422 30/05/16 3:07 pm