Defense

Counter-Anchoring

Definition: Rejecting an extreme anchor by setting your own realistic counteroffer.

Purpose: To reset negotiations to a reasonable range.

Example Scenario: Responding to a very low initial offer with market-standard pricing.

How to Counter: Use evidence-based reasoning to justify your counteroffer convincingly.

Calling Out the Tactic

Definition: Explicitly identifying when the other party employs manipulative tactics.

Purpose: To neutralize the effect of manipulative negotiation methods.

Example Scenario: Directly stating, 'I see you’re using the good cop/bad cop strategy here.'

How to Counter: Stay calm and redirect negotiations toward objective and transparent terms.

Maintaining Emotional Control

Definition: Staying calm and rational despite aggressive tactics.

Purpose: To prevent emotional reactions from influencing negotiation outcomes negatively.

Example Scenario: Remaining composed when facing confrontational bargaining strategies.

How to Counter: Take breaks if necessary and refocus on factual aspects of the negotiation.

Quick Check 🚀

# Counter-Anchoring helps negotiators: 1. [ ] End negotiations quickly 1. [x] Reset discussions to realistic terms 1. [ ] Delay indefinitely 1. [ ] Confuse the negotiation partner # Calling Out the Tactic is used to: 1. [ ] Ignore manipulation 1. [x] Neutralize manipulative strategies 1. [ ] Rapidly conclude discussions 1. [ ] Withhold key information # Maintaining Emotional Control is important for: 1. [ ] Immediate acceptance 1. [x] Rational decision-making under pressure 1. [ ] Rapid deal closure 1. [ ] Aggressive responses # Scenario: Your counterpart uses extreme price anchoring. Your best response is: 1. [ ] Immediate acceptance 1. [x] Counter-Anchoring 1. [ ] Good Cop/Bad Cop 1. [ ] Silence # Scenario: You identify the other party's use of aggressive tactics openly. This approach is: 1. [ ] Mirroring 1. [x] Calling Out the Tactic 1. [ ] Reciprocity 1. [ ] Framing