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The ten most common kamikaze negotiation tactics

Writer's picture: MihaiMihai

How to prepare for the tough negotiation tactics of your counterpart so as not to be caught off guard in the negotiation


To avoid your negotiation falling into a negative spiral of unfair tactics (kamikaze mode) and stalling, you must first commit to not using such tactics yourself. Remember that there are usually better ways to achieve your goals - e.g. B. Building trust, asking questions, and analyzing similarities and differences.


Nevertheless, you have to prepare yourself for the harsh tactics of your opponent in order not to be surprised by them in the negotiation. To do this well, the very first thing you should do is be able to identify these tactics. The better prepared you are for distributive negotiation strategies, the better you can defuse them.

Here is a list of the ten most common kamikaze tactics to watch out for in negotiations:


1. Extreme demands followed by small, low-value concessions.


This is perhaps the most common of all hard bargaining tactics. It "protects" the negotiator from making concessions too quickly. However, this tactic can also lead to both parties regarding an (in reality achievable) agreement as almost impossible, or to unnecessarily prolong negotiations. To counter this tactic, you should have a clear view of your own goals, your best alternative to a negotiated agreement (BATNA), and the bottom line—and not be intimidated by an aggressive adversary. Experience with such situations helps immensely in staying calm.

2. Commitment ping pong.


Your opponent may tell you that their hands are tied or that they have limited decision-making power to reach a deal with you. In this case, you should do everything possible to find out quickly whether this commitment ping-pong is real. If, in fact, the other party has little say in the matter, find out who can (and must) sign off on an agreement. Try to get that person to sit at the table the next time you meet. If that doesn't work, you should do everything in your power to put your negotiating partner in a position to be able to represent the interim results well internally.

3. Take or die strategy.


Offers should rarely be non-negotiable. To mitigate these kamikaze tactics, try to ignore them. Above all, ignore the negative feelings that such an attitude will inevitably evoke in you and instead focus on the content of the offer. Then create a counter offer that meets the needs of both parties.

4. Demand unilateral concessions.


If you're the first to make an offer, your counterpart may ask you to make a concession before they even make a counteroffer. Don't undercut yourself by reducing your demands. Make it clear that you are waiting for a counter-offer from the negotiating partner.

5. Try to buckle.


Sometimes you find your counterpart making ever increasing demands and waiting for you to reach a "breaking point" where you will meet their demands. The only way out of this situation is to address this tactic and make it clear that only a mutual exchange of offers will bring both sides to the goal.

6. Personal insults and disqualifications.


Attacks on a personal level are designed to unsettle you. This includes insults or even subtle taunts intended to question your competence. Most people react highly emotionally to such stimuli. If you find yourself in such a situation, take a break to collect yourself and, in the same session, let the other party know that you will no longer tolerate insults and other "cheap tricks".

7. Bluffing, fluffing and lying.


Exaggeration and misrepresentation of facts can surprise you. Be skeptical of claims that seem too good to be true and investigate them closely. Always use standards that are mutually accepted. Ask what the information is based on, whether the other party is sharing their numbers/data/facts with you, etc. The response will help you gauge the reliability of the information the other party is providing.

8. threats and warnings.


What is the best way to deal with threats? Above all, the first step is to recognize threats and non-specific warnings as distributive negotiation tactics. Ignoring a threat and naming it can be two powerful strategies to defuse it.

9. devaluing your alternatives.


The other party may try to trick you by downgrading your BATNA. Don't hold it against your opponent - this is one of the most harmless distributive tactics. Make sure you have an alternative that is thoughtful from A to Z and attractive to you. Then you will remain calm when trying to devalue.

10. Good cop, bad cop.


When faced with a two-party negotiating team, one person may be reasonable and the other tough. This game is actually pretty recognizable. Be happy about this, because this tactic rarely works. Among other things, because the respective pages often do not comply with their specially assigned roles. Don't let that impress you. If the role assignment becomes vague, you can also play the "cops" off against each other by pointing out discrepancies in their statements.



 



ISMAN & Partner is a management consultancy that supports national and international corporations, medium-sized companies and start-ups, organizations and institutions in complex negotiation and conflict resolution processes. Founded in 2015 by Calin-Mihai Isman, the experts for negotiation & mediation support managers and employees from the areas of sales, purchasing, M&A, contracting, HR or IT.


 


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