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What are the most common negotiation tactics?

There are many tactics negotiators may use to try to throw you off and get what they want. Some of the most common tactics are: 1) last minute additional demands, 2) taking extreme positions, 3) claiming a lack of authority, 4) using time pressure or delay, 5) refusing to share information, 6) lying or misrepresenting facts, 7) yelling or otherwise being difficult, and 8) ruling certain things “off the table.” These tactics can be very difficult to deal with, particularly when you want to make progress toward an acceptable negotiation outcome. Sometimes, when you are dealing with a very skillful negotiator who relies on such tactics, it can be difficult to be sure when a given tactic is being used! Your first step in dealing with such tactics should be to figure out what tactic is being used and why.

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