- Shoot high: submit a clearly disproportionate petition, declare their understanding of the inevitable refusal, and immediately re-propose the request they really care about (opposing a second refusal in strict sequence embarrasses anyone)
- Stonewall: if you do not have deadlines, you can delay
- "I do not know if I can" claim that they do not have sufficient authority to decide on the particular issue.
- Give supporting reasons: rational and reassuring argument;
- Emotional explosion: the more or less marked demonstration of an emotional state;
- Give immediate evidence to common areas of agreement
- Apparent magnanimity: it consists in making concessions by presenting them in such a way as to make them appear as far more consistent favors.
- Deliberate silence: it consists in remaining absolutely silent for a sufficiently long period of time with an absorbed gaze;
- Non-acceptance: when we have to deny any type of concession, it is good that we use a firm but serene tone, supporting the refusal with arguments that are as concrete and unobjectionable as possible. In the event that we are the ones who suffer rejection, it is important to overcome the emotional impact and ask what are the reasons for the rejection.
- Either-or (take or leave): to be used only when a predominant position on the counterparty has been acquired.
- Last minute: consists of making a last-minute request when the counterparty is in a hurry to close the deal.
- Tease the sadist: demonstrate your interest in the alternative opposite to the one we actually want. It works when the other party considers each concession to the other party a personal defeat.
- Pull straight: when a party adopts the tactic of “impulsive variation” you can ignore the interference and pretend nothing has happened, proceed according to your script.
- Halo effect: consists in diverting the counterparty's attention to a detail of secondary interest. [...]
- Fact accomplished: to give as a fait accompli something that in reality is not
- Summarize: occasionally summarizing the situation that has arisen gradually outlining during the negotiation offers the opportunity to underline the progress made and the agreements reached. [...]
- Forget: the counterparty is asked to summarize the points that have been discussed. Since we are more inclined to remember the concessions made than those obtained, it is possible that the antagonist forgets some particular conditions that we had granted him.
- Reduction of cost perception. It is a tactic particularly used in the sale of a product.
- Acceptance suffered: consists in never agreeing to the first offer that is proposed to us. Immediate acceptance proves in the bidder the feeling of having been somehow deceived. [...]
- Coming to meet: a motion to leverage the collaborative aspect of the other party
- Request for help: ask the other party for help to find an acceptable solution
- Playing dumb: it consists in declaring one's inexperience in the "negotiation practice" and therefore relying on the counterpart "whose negotiating skills are well known" and "trusting in his professional ethics, his impartiality and his moral integrity"
Use closed-ended questions.
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