S–Z

Resolver Negotiation Tactics Dictionary: S–Z

Salami Tactic – Requesting multiple small concessions incrementally, which collectively add up to significant gains.

Sandbagging – Pretending to have less knowledge or ability than one actually possesses to lower the counterpart’s guard.

Selective Disclosure – Sharing only advantageous information to positively influence negotiations.

Shared Visioning – Framing negotiations as collaborative opportunities aimed at achieving mutual long-term benefits.

Silence – Intentionally pausing or delaying responses to create pressure for concessions from the counterpart.

Snow Job (Information Overload) – Overwhelming the counterpart with excessive information to confuse, distract, or pressure agreement without full understanding.

Social Proof – Leveraging testimonials, market data, or peer behaviors to validate your negotiating position.

Splitting the Difference – Agreeing to meet exactly halfway between two negotiating positions.

Third-Party Intervention – Engaging a neutral external party to help resolve negotiation impasses or conflicts.

Time Pressure (Deadline Tactic) – Creating urgency through real or perceived deadlines to accelerate decision-making.

Trade-offs – Exchanging one concession for another, balancing priorities to achieve agreement.

Trial Balloon – Floating hypothetical proposals informally to gauge reactions without making firm commitments.

Walkaway (Take-It-or-Leave-It), The – Presenting an offer as final and non-negotiable, prepared to exit negotiations if not accepted.

WATNA (Worst Alternative to a Negotiated Agreement) – Your worst-case scenario or option if negotiations fail.

Win-Win Negotiation – An approach focused on collaborative outcomes, ensuring all parties gain value from the negotiation.

Worst Alternative to a Negotiated Agreement (WATNA) – See WATNA.

Yes-Set Technique – Gaining agreement to small requests or statements incrementally to build momentum towards larger commitments.

Zone of Possible Agreement (ZOPA) – The negotiation range within which both parties' interests overlap, allowing potential agreement.

ZOPA (Zone of Possible Agreement) – See Zone of Possible Agreement.