Negotiation Tactics

There are four primary styles of negotiation. Negative tactics, Integrative techniques, Competitive tactics, and emotional appeals. This article will cover each one in detail. In addition, we’ll explain why they’re all effective and which to avoid. If you’re still not sure how to use them, check out our article on the most powerful negotiation styles. But whether you’re looking for an effective strategy for your next negotiation, read on to find out the basics of these popular styles.

Negative tactics

The main reason to avoid negative Negotiation Tactics tactics is to protect your future business relationships. These tactics are based on deception. The goal of this tactic is to deceive the other party so that they will be more likely to agree to your terms. Generally speaking, this tactic doesn’t work unless you already have a good relationship with the other person. In order to avoid this tactic, you must know the rules of your negotiation situation.

Integrative negotiation

One of the most fundamental concepts of integrative bargaining is the recognition of both sides’ interests. While positions can be defined and clearly stated, interests are often less tangible and not publicly disclosed. In order to better understand each other’s interests, ask each party why they want a particular outcome. When the answers are not clear, ask questions through an intermediary. This way, the negotiation process will be more collaborative and result in a more favorable outcome for both parties.

Competitive tactics

A competitive negotiator uses a variety of tactics to get their way. One common tactic is hard bargaining, in which a negotiator makes extreme claims and then gradually makes concessions. Hard bargaining techniques include lies, threats, and insults. They can also involve misleading information to force the other party to make a wrong conclusion about the reservation value. In such a scenario, the losing party ends up with more than they originally expected.

Emotional appeal

While rational arguments and sharing information are effective strategies in the negotiation process, emotional appeals are even more powerful and effective. Research shows that powerful negotiators can benefit from appealing to someone’s sympathy. However, they should be careful not to exaggerate their vulnerability, as this could violate moral codes and damage their relationship with their counterpart. It is important to consider the context of the negotiation when choosing a method. In some cases, it is advantageous to use a combination of both types of appeals.

Inviting unreciprocated offers

Oftentimes, offers are made without the consent of the other party. When this happens, it’s important to avoid inviting unreciprocated offers. You should also avoid using personal attacks or making cheap stunts. These tactics will make the other party flinch. And if you do use personal attacks, you should mention them. Moreover, you should make it clear that you’re only interested in reciprocal exchange of offers.

Foot-in-the-door technique

The Foot-in-the-door negotiation technique is a common sales tactic used by door-to-door salespeople. It is based on the social psychology concept of making a small request and then asking for a larger one later on. This technique increases the likelihood that your customers will cooperate with you and agree to further follow-up. There are a number of variations of the technique and different types of businesses use it in different situations.