Strategies Techniques Tactics in Negotiations

AchieveGlobal, Inc.
2008
Date
Developing the 21st Century Workforce
3. Strategies,
Techniques and
Tactics of
Presentation Title
Negotiations
International Negotiation, Cosmin Joldes
The Faculty of International Business and Economics
ASE Bucharest
AchieveGlobal, Inc. 2008
Date
Summary
1.
2.
3.
4.
5.
6.
Definitions
Strategies
Techniques
Tactics
Manipulation techniques and stratagems
Presentation Title
Maneuvres and stratagems combinations
Date
1. Definitions
STRATEGIES = developed approaches and options regarding the

whole negotiation process
TECHNIQUES = ways of acting in order to reach the corporate

objectives taken into account during negotiations
MANEUVERS = astute combinations of actions or techniques in

order to take advantage of specific circumstances
TACTICS = specific Presentation

actions used to Title
take advantage of certain
conditions or opportunities during the negotiation process
STRATAGEMS = manipulation tactics
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
2. Strategies
Major strategic options:
Conflict vs. Cooperation

Offensive vs. Defensive negotiation
Rigid vs. Flexible negotiation (tit for tat)
Closed vs. Open negotiation
Short vs. Long negotiation
2 main approaches
Presentation Title
Integrative / Cooperative / Collaborative / Friendly / Win-Win

negotiation
Distributive / Conflictual / Competitive / Win-Lose negotiation

Objective / Principled / Balanced negotiation
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
Presentation Title
Date
3. Techniques
Sequential negotiation / Step by step / Slicing salami technique
New approach
Holistic negotiation / Package negotiation Global negotiation
- New issue (Extending negotiation) = adding new negotiation

points to the already existing ones
- Redefining negotiation = redefining the issues in order to
Presentation Title
suppress the problems
- Escalating demand = the more you get the more you require
- Moderato contabile = asking for small concessions at the
beginning in order to increase them through proper argumentation
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
Presentation Title
Date
4. Tactics
3 main categories:
I.
considering their SCOPE

a) Persuasive tactics
b) Influence / Manipulation tactics
II. considering their ROLE

III.considering their OBJECT
Presentation Title
Date
I. Tactics considering their SCOPE (I)

a. Persuasive tactics:
a.1) Cooperative negotiation:
Promise
Recommendation
Reward
Positive normative appeal
a.2) Conflict negotiation:
Threat
Presentation Title
Warning
Imperative
Negative normative appeal
Date
I. Tactics considering their SCOPE (II)

b. Influence / manipulation tactics:
b.1) Cooperative negotiation:
b.2) Conflict negotiation:
Threat, bluffing, faking

Nice surprise
Increasing demands
Unconditional offer
Hiding information
Positive argumentation
Delays
Presentation
Title hostility /
Previsions and perspectives
Verbal
Cards on the table
emphasizing future common

problems
Creativity appeal
aggressiveness
Changing the negotiator
Date
II. & III. Tactics considering their ROLE & OBJECT
Considering their ROLE:

Argumentation tactics
Dealing objections tactics
Obtaining / giving concessions tactics
Concluding tactics
Considering their OBJECT:
Tactics for negotiating the price
Presentation Title
Tactics concerning the goods
Tactics for negotiating commercial terms / conditions

Tactics for negotiating financial conditions etc.
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
Presentation Title
Date
5. Manipulation techniques & stratagems (I)

Padding technique = make unimportant things essential and then
concede them in order to receive concessions for the issues that really count
Four stairs technique = firstly presenting two impossible scenarios for

both parties, then a second one more advantageous for the one launching it,
and finally agreeing on a third option apparently mutually advantageous
Sending a representative technique / No-authority / Limited

authority = one of the parties does not have the necessary authority for
agreeing / not agreeing upon the final decision because final approval can
only be given by a higher authority
Presentation Title
Summarizing technique = briefly presenting agreement (more important)

and disagreement (small and unimportant) points in order to solve the
problems and conclude the negotiation
Date
5. Manipulation techniques & stratagems (II)
Taken decision technique = sticking to a decision that has been already

taken and escalating the involvement
Baiting technique = the manipulator convinces the other party to take a

decision in certain circumstances and relies on the fact that his partner
keeps the decision no matter the changes in circumstances
Extreme demands technique (low) = firstly asking for small concessions

(easy to accept / offer) and then increasing your demands
Presentation
Title
Extreme demands technique
(high) =
firstly asking for important
concessions (impossible to be accepted / offered) and then decreasing your
demands
Red herring technique = diversion in order to change the initial offer
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
Presentation Title
Date
a)
b)
c)
Misleading / confusion stratagems

Emotion stratagems
Pressure stratagems
Presentation Title
Date
6.a Misleading / confusion stratagems

Deliberate mistakes
Funny money (overwhelming or erroneous data)
Withdrawal stratagem
recognizing / announcing your own weak points in order to disarm the other party
withdrawal from the negotiation altogether, but keeping the control over it (giving up
stratagem; breaking it off)
Unseen, unknown stratagem = the negotiator pretends not to observe the

reactions of the other party
repeating the same thing again and again
not confirming, not denying

Presentation
Title
having an unmoved / impassive attitude
Leaking (deliberate flow of information)

Bait offer = replacing the very advantageous initial offer with a modest /
conditioned one
Date
6.b Emotion stratagems
Politeness and flattery

Drowsing the partners senses
Relaxing the other party
Guilting
Depreciating
Offending
Threatening
Bringing back to negotiation some already agreed issues
Presentation Title
Date
6.c Pressure stratagems
Good Cop Bad Cop stratagem = one negotiator is demanding

concessions whilst the other is (by comparison!) more reasonable
Human shield stratagem = using as an excuse the existence of an

inflexible superior / colleague
Done deal stratagem = obtaining the business objective without

informing the partner
Surprise stratagem = suddenly changing the negotiations method /

argumentation / approach.
Presentation Title
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
Presentation Title
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Strategies Techniques Tactics in Negotiations

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AchieveGlobal, Inc.

Developing the 21st Century Workforce

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

Maneuvres and stratagems combinations

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

STRATEGIES = developed approaches and options regarding the

TECHNIQUES = ways of acting in order to reach the corporate

MANEUVERS = astute combinations of actions or techniques in

TACTICS = specific Presentation

STRATAGEMS = manipulation tactics

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

Conflict vs. Cooperation

Integrative / Cooperative / Collaborative / Friendly / Win-Win

Distributive / Conflictual / Competitive / Win-Lose negotiation

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

Sequential negotiation / Step by step / Slicing salami technique

Holistic negotiation / Package negotiation Global negotiation

- New issue (Extending negotiation) = adding new negotiation

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

considering their SCOPE

II. considering their ROLE

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

I. Tactics considering their SCOPE (I)

a.2) Conflict negotiation:

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

I. Tactics considering their SCOPE (II)

b.2) Conflict negotiation:

Threat, bluffing, faking

emphasizing future common

Changing the negotiator

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

II. & III. Tactics considering their ROLE & OBJECT

Considering their ROLE:

Tactics concerning the goods

Tactics for negotiating commercial terms / conditions

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

5. Manipulation techniques & stratagems (I)

Four stairs technique = firstly presenting two impossible scenarios for

Sending a representative technique / No-authority / Limited

Summarizing technique = briefly presenting agreement (more important)

AchieveGlobal, Inc. 2008

Developing the 21st Century Workforce

5. Manipulation techniques & stratagems (II)

Taken decision technique = sticking to a decision that has been already

Baiting technique = the manipulator convinces the other party to take a

Extreme demands technique (low) = firstly asking for small concessions