Renege To take back because Recognize a previously it breaks a the tactic agreed-upon promise, and name element in a destroys it. Flinch negotiation. trust, and and say, Objective is leads to not “That’s to instill fear escalation fair! I have – of losing even tit-for-tat been more. reneging. negotiating in good faith and now you’re taking something back.” Never agree to reneging by the other side. Starvation Keeping food because Name the and it destroys tactic. Say, away from trust and think “I the other shows lack of you’re side in a respect for trying to lengthy the other starve me, negotiation side. so I’m in order to Manipulative. taking a try to force a break for an favorable hour to go settlement. get The side that something controls the to eat and turf (location) drink.” If will eat and the other drink before side objects, a negotiating say, “Then session that order in begins at some food. 11:00 am, for I’m much example, and more that will last agreeable for several on a full hours and stomach.” then doesn’t provide food or water to the other side. Threats To threaten Never, Recognize to take a because it the tactic competitor’s destroys trust and name offer or to and it. Call the walk out of discontinues bluff and
Renege To take back a previously agreed-upon element in a negotiation. Objective is to instill fear of losing even more. because it breaks a promise, destroys trust, and leads to escalation – tit-for-tat reneging. Recognize the tactic and name it. Flinch and say, “That’s not fair! I have been negotiating in good faith and now you’re taking something back.” Never agree to reneging by the other side. Starvation Keeping food and away from the other side in a lengthy negotiation in order to try to force a favorable settlement. The side that controls the turf (location) will eat and drink before a negotiating session that begins at 11:00 am, for example, and that will last for several hours and then doesn’t provide food or water to the other side. because it destroys trust and shows lack of respect for the other side. Manipulative. Name the tactic. Say, “I think you’re trying to starve me, so I’m taking a break for an hour to go get something to eat and drink.” If the other side objects, say, “Then order in some food. I’m much more agreeable on a full stomach.” Threats To threaten to take a competitor’s offer or to walk out of Never, because it destroys trust and discontinues Recognize the tactic and name it. Call the bluff and