| i | | BIRD DOG BUDDY.BURDY CALL. FOR HIG! AUTHORITY cALCHS cRUNCH DANCER DOUBT CASTING. D RUN } | | DEADLINE { | | ESCALATION | FACE SAVING FATIGUE, | FORGOTTEN ISSUE ir y MONEY, NEGOTIATING TACTICS 3 & e z z Backing ous of ase just before is completed Deliderately mabing your adversary mad or becouminge mad yoursell BALLOON FUTURES | | Forecasting large qaantity usage in the Lutare an vider ie ger a good prive or special consideration now BiG rorRed he rriy| Crating eta nse yo ly foe ging othe Snooping” for information abwnt your wdversary Making “Iriends” widh a buss or supeting to gai Lavorable position oF Asking to see the make a dec iston, decision maker ithe person negotiating cannot Asservice 1s worth more befuse its perforred than after it performed Revessing 1 sathority yotiations to discuss matters with your own team or high Applying pressure hy saying, “You have to to better than Wrst A person who is skilled nothing, during that tiene. king for great lengths and saying absolutely Aime by which something musi huppen or ade Asking questions 19 east doubt on an absersary’s position Waking around sav ubveesacy Wo get esa higher authority vt ot Attempting to ‘open negatiations after a Final syreement 1s exc hed. Renan jetting an alversaey eat sth honor ig an adversary so le 1s not as olfensive as he coud| GOOD Gtiy BAD GUY | HUNTLEY-BRINKLEY, INTIMIDATION LAWYER: AAMITED. AUTHORITY HOW BALL HBPLING. PUT DOWN RED HERRING ROARING BRAINS SNOW JOB sovieT PL spuiran DIFFEI STALL SUB CONVERSATIONS TRE NTLEMEN, RIAL BALLOON WALK-OUT { negotiate with one adversary. ‘The frst (hal ny) ea't modlice rests and yet ad al the adversary. “Goon gus” comes ip, erates “had guy” anu assumes the rate af Iriend Ho people working uit one adversary atthe sme Lin Hicetening. ump ing teats Wy aversaty ar the noraction off VIP's into regaining teas | One wh quotes the faw, usually 1 his uw adsantage he inability io make deciyicms due to lack af auttriy Deliheritely quoting i line price wr tinimal ubjective Asking for alr geting “a Hite wore” prios ww eunpleting & negotiation UF Sa wonditian its campetion Da aberately attempting to weaken an adversity by making negative pevsonal comment to han Adding. an extia issue 6o vonsplicate a aeyotiation {Suuiiar 16 BIG POT and FORGOLTEN ISSUE.) ‘Acting and speaking as an authority in an area where expertise may be Jacking, Jnrudueing copious and pethaps extrancous and unsceessary data, (much ‘more thun ean be assimilated) to support position A tush, caning, soanctines micas negotian who doen't vate i the edhe sie wins seiything in the negation process A dividing point Between to adversarial positions Deliberate delay in order ty wear down aril weaken an adversity Hxtrancous eon versationy bet gen negotiators tha may or an hearing om the negotiations, Resieving te become eonationsi: "hoeping cool” Frattini an idea a iss ta see it will be accepted a ejected rately exiting negations, www. NidoQubein.com