Additional Tactics
Bluffing
Definition: Intentionally providing false or exaggerated information during negotiation to create perceived leverage or influence the other party's decisions.
Purpose: To apply pressure, create urgency, or encourage quick agreement.
Example Scenario: Claiming, "We have several other better offers," even when no such offers exist, to pressure the other side into making concessions.
How to Counter: Request verifiable details or proof, and carefully evaluate the credibility of their statements. Call their bluff when inconsistencies appear.
Salami Tactic
Definition: Requesting small concessions incrementally that cumulatively become significant.
Purpose: To gradually achieve substantial gains without strong resistance.
Example Scenario: Requesting minor feature enhancements repeatedly throughout software negotiations.
How to Counter: Set clear boundaries upfront to limit incremental concessions.
Snow Job (Information Overload)
Definition: Overwhelming the counterpart with excessive information to induce confusion.
Purpose: To distract or pressure the other party into accepting terms without fully understanding.
Example Scenario: Providing excessively detailed documentation late in negotiations to rush acceptance.
How to Counter: Demand time to review information carefully and clarify uncertainties.
Limited Authority (Higher Authority)
Definition: Claiming the need for approval from a higher authority to gain leverage.
Purpose: To deflect pressure and extract further concessions.
Example Scenario: Stating you must consult a manager before accepting final terms.
How to Counter: Clarify authority levels early and request direct communication with decision-makers.