Negotiation is a crucial skill in life and business. From buying a car to negotiating a salary, knowing how to navigate a negotiation is vital. However, not everyone is comfortable with the process, and sometimes it can feel like the other party has all the control. That’s why understanding the common negotiation tactics and how to respond to them effectively is essential.

In this blog post, we will cover ten common negotiation tactics and how to respond to them like a pro. Let’s get started!

1. Anchoring

Anchoring is a tactic that involves proposing an extreme position at the outset of a negotiation. The idea is to anchor the conversation to this position, making it difficult for the other party to move away from it.

🔑 Tip: Recognize the anchor and work to move beyond it. Do your research beforehand, understand the market value, and propose a counter that considers both parties’ interests.

Person holding onto a heavy anchor, while another person tries to move past it

2. Flinch

This tactic involves reacting negatively to a proposal or offer, indicating that it is too expensive or outside of one’s budget. The goal is to create doubt and pressure the other party to backtrack or offer more concessions.

🔑 Tip: Stay calm and understand that the flinch is a tactic. Acknowledge the other party’s perspective, and if necessary, reiterate the value of your proposal.

Person flinching away from a price tag on a product

3. Nibbling

Nibbling is a tactic used when one party agrees to a deal or proposal but adds small requests or additional demands. These requests are often at the end of the negotiation, so the other party feels pressure to accept to close the deal.

🔑 Tip: Set expectations beforehand and reiterate them throughout the negotiation. Be mindful of any additional requests and understand that they may impact the overall value of the deal.

Person taking a small bite out of a cake after negotiating already

4. Take it or leave it

This type of tactic involves presenting an offer or proposal as final, with no room for negotiation or discussion. The goal is to create a sense of urgency and pressure the other party into accepting the deal.

🔑 Tip: Avoid the urge to react emotionally. Instead, ask questions and try to understand the other party’s interests. If the offer truly is final, consider asking for a non-monetary concession.

Person giving an ultimatum by pointing to a clock

5. Good cop/bad cop

Good cop/bad cop involves two or more negotiators, with one playing the “good cop” and the other playing the “bad cop.” The good cop is friendly and helpful, while the bad cop is aggressive and confrontational. The goal is to create a sense of relief when the good cop enters the negotiation and to pressure concessions from the other party when the bad cop is present.

🔑 Tip: Stay focused on the issues and don’t be swayed by the personalities involved. Treat each negotiator with respect and try to understand their perspective and interests.

Two people discussing during a negotiation, with one looking stern and the other smiling

6. Limited authority

Limited authority occurs when the other party claims to have limited authority to make decisions or concessions. The goal is to make the other party feel like they need to accept the deal as is to gain approval from higher-ups.

🔑 Tip: Build rapport and try to understand the other party’s constraints. Ask if there is someone else you can speak with to get approval, or consider breaking the negotiation into smaller pieces that can be approved separately.

Person talking to an indecisive boss on the phone

7. The deadline

The deadline tactic involves setting a deadline for a decision or offer and emphasizing that it cannot be extended. The goal is to create a sense of urgency and force a decision.

🔑 Tip: Avoid making decisions under pressure. Instead, ask questions about the deadline and try to understand the rationale behind it. Consider proposing a follow-up meeting to continue the discussion after the deadline has passed if necessary.

Person holding a clock and pointing to the time, while another person looks stressed

8. Emotional appeals

Using emotional appeals, such as guilt or sympathy, is a tactic designed to create a sense of obligation or desire to help the other party. The goal is to make the other party feel like they owe you something or to create a positive rapport.

🔑 Tip: Recognize the emotional appeal and don’t let it cloud your judgment. Acknowledge the other party’s feelings, but stay focused on the issues at hand.

Person with sad eyes asking for something during negotiation

9. Divide and conquer

This tactic involves pitting members of a team or group against each other to gain an advantage. The goal is to create a sense of competition and extract concessions from both parties.

🔑 Tip: Stay focused on the issues and don’t let yourself get pulled into a divisive situation. Identify shared interests and work towards a solution that benefits everyone.

Two people in a group, one looking worried while the other smirks

10. Aggressive behavior

Aggressive behavior, such as yelling, interrupting, or making personal attacks, is a tactic designed to intimidate the other party. The goal is to gain control of the negotiation and force concessions.

🔑 Tip: Keep calm and focus on the issues. Don’t let yourself get provoked or pulled into a heated exchange. Consider taking a break or deferring the negotiation if necessary.

Person yelling at another during a negotiation, with the other person looking frustrated

Negotiation can be challenging, but understanding these common tactics and how to respond to them effectively is a crucial step towards success. Remember to stay calm, stay focused on the issues, and keep an open mind. Happy negotiating!

A group of people shaking hands after a successful negotiation, all smiling