relatively low a importance concession – elements that of minor you would importance normally give to you. up. By Always including them work on the in your initial fairness offer, you set principle – them up as trade concessions concessions later to get the of similar other side to value or give you importance. concessions you want the – reciprocity principle at work. Unacceptable Bargaining Tactics Description/ When When Used Tactic Purpose To Use Against You, Your Best Response Big bait Make a large because Recognize initial offer in it is a hollow the tactic an attempt to bluff or a lie. and name find your Users of big it. Call the bottom and bait have no other side’s walk-aways. intention of bluff. Say, making good “This on their sounds like initial, implied a big bait to promise, but me. Are are just you willing looking for to sign a the other firm, side’s rock bottom. contract for the full amount?” Blackmail A threat Never, Recognize meant to because it is the tactic instill fear of unethical. and name loss. Usually it. Call the a bluff. bluff. Never give in, because it will make
relatively low importance – elements that you would normally give up. By including them in your initial offer, you set them up as concessions later to get the other side to give you concessions you want – the reciprocity principle at work. a concession of minor importance to you. Always work on the fairness principle – trade concessions of similar value or importance. Unacceptable Bargaining Tactics Tactic Description/ Purpose When To Use When Used Against You, Your Best Response Big bait Make a large initial offer in an attempt to find your bottom and walk-aways. because it is a hollow bluff or a lie. Users of big bait have no intention of making good on their initial, implied promise, but are just looking for the other side’s rock bottom. Recognize the tactic and name it. Call the other side’s bluff. Say, “This sounds like a big bait to me. Are you willing to sign a firm, contract for the full amount?” Blackmail A threat meant to instill fear of loss. Usually a bluff. Never, because it is unethical. Recognize the tactic and name it. Call the bluff. Never give in, because it will make
MS_5_Chapter_13_NegotiatingClosing_COMPLETE.docx