No. 1 “Understand the Process
‘The first way to not fall prey to others manipulating your emotions is to understand the process and what the other person’s going to do,’ says Miller. ‘If you can anticipate it, it has no impact.” For example, a common tactic in negotiating is using the ‘good cop, bad cop’ routine. One party will entice the other with a promising deal and then bring in someone else to play hardball. ‘You think you have a deal. You become emotionally attached to that deal. And then he takes himself out of the picture and brings in someone brand new that has no emotional attachment.’
Sure, this happens at most car dealerships (‘Just let me check with my manager!’), but it’s also used in the workplace. Supervisors often use the guise of getting a higher-up’s approval so they can remain in your good grace while still not budging. The key is, if you can anticipate this, you’re less likely to make emotional, knee-jerk reaction, says Miller. ‘You won’t be emotional about it because you’ll know it’s just part of the negotiating process.’ And when it happens, redirect the discussion to the negotiation instead of focusing on who’s making the decision.”
Author: Denis Wilson from 5 Tactics to Help You Win Every Time
During business negotiations, I often heard someone from the other team say “I can’t agree to that! I’d have to run that issue up to the CEO or maybe even the Board. Are you certain that is something you absolutely need because it is risky from where I sit.” That’s just another way of playing hardball when you are down to the hard core issues in the negotiation.
Of course, there is a risk to using that approach too often. My approach to ensure that the other party doesn’t keep using that tactic is to ay “Well, if you don’t have enough authority to negotiate this deal, we probably are wasting our time talking. Let’s get someone in here that has the authority to agree to something we negotiate.”
Effectively, you have just performed another step in the “chicken dance” by advising the other party that you are in a more powerful position than they are.
To learn more about achieving better negotiated outcomes and building better relationships, please go to my new web site, www.lessonsfrommydog.com.