Negotiation Skills

  1. Strategies and Tactics
    1. Distributive (Value-Claiming) Tactics
      1. Highball/Lowball Offers
        1. Risks and Benefits
          1. Anchoring Advantages
            1. Relationship Damage Risks
              1. Credibility Impact
                1. Negotiation Range Effects
                2. Responding to Extreme Offers
                  1. Rejection Strategies
                    1. Counter-Anchoring Techniques
                      1. Relationship Preservation
                        1. Progress Maintenance
                      2. Anchoring and Re-anchoring
                        1. Setting Reference Points
                          1. Initial Anchor Selection
                            1. Justification Preparation
                              1. Timing Considerations
                                1. Impact Maximization
                                2. Shifting the Anchor
                                  1. New Information Introduction
                                    1. Alternative Reference Points
                                      1. Reframing Techniques
                                        1. Attention Redirection
                                      2. Feigning Indifference (The Flinch)
                                        1. Using Emotional Reactions Strategically
                                          1. Surprise Expression
                                            1. Disappointment Display
                                              1. Concern Manifestation
                                                1. Skepticism Communication
                                              2. The Good Cop/Bad Cop Routine
                                                1. Recognizing the Tactic
                                                  1. Role Identification
                                                    1. Coordination Detection
                                                      1. Manipulation Recognition
                                                        1. Pattern Awareness
                                                        2. Countering Effectively
                                                          1. Tactic Exposure
                                                            1. Direct Communication
                                                              1. Role Neutralization
                                                                1. Focus Redirection
                                                              2. Using Deadlines and Time Pressure
                                                                1. Creating Urgency
                                                                  1. Deadline Establishment
                                                                    1. Scarcity Emphasis
                                                                      1. Opportunity Cost Highlighting
                                                                        1. Competitive Pressure
                                                                        2. Managing Time Constraints
                                                                          1. Deadline Verification
                                                                            1. Extension Negotiation
                                                                              1. Priority Adjustment
                                                                                1. Efficiency Improvement
                                                                              2. The Nibble
                                                                                1. Making Small Last-Minute Requests
                                                                                  1. Timing Optimization
                                                                                    1. Request Sizing
                                                                                      1. Justification Preparation
                                                                                        1. Relationship Consideration
                                                                                        2. Defending Against the Nibble
                                                                                          1. Recognition Techniques
                                                                                            1. Boundary Setting
                                                                                              1. Cost Calculation
                                                                                                1. Counter-Negotiation
                                                                                            2. Integrative (Value-Creating) Tactics
                                                                                              1. Expanding the Pie
                                                                                                1. Identifying Additional Resources
                                                                                                  1. Resource Inventory
                                                                                                    1. Creative Resource Generation
                                                                                                      1. External Resource Access
                                                                                                        1. Future Resource Consideration
                                                                                                        2. Generating Creative Solutions
                                                                                                          1. Brainstorming Techniques
                                                                                                            1. Lateral Thinking
                                                                                                              1. Constraint Relaxation
                                                                                                                1. Assumption Challenging
                                                                                                              2. Logrolling (Trading Concessions)
                                                                                                                1. Prioritizing Issues for Trade-Offs
                                                                                                                  1. Priority Ranking
                                                                                                                    1. Value Assessment
                                                                                                                      1. Trade-Off Analysis
                                                                                                                        1. Package Development
                                                                                                                        2. Structuring Win-Win Trades
                                                                                                                          1. Mutual Benefit Identification
                                                                                                                            1. Value Exchange Design
                                                                                                                              1. Implementation Planning
                                                                                                                                1. Success Measurement
                                                                                                                              2. Bridging Solutions
                                                                                                                                1. Finding Overlapping Interests
                                                                                                                                  1. Interest Mapping
                                                                                                                                    1. Common Ground Identification
                                                                                                                                      1. Synergy Recognition
                                                                                                                                        1. Mutual Benefit Areas
                                                                                                                                        2. Developing Joint Gains
                                                                                                                                          1. Collaborative Solution Design
                                                                                                                                            1. Shared Value Creation
                                                                                                                                              1. Partnership Development
                                                                                                                                                1. Long-Term Benefit Planning
                                                                                                                                              2. Non-Specific Compensation
                                                                                                                                                1. Offering Alternative Benefits
                                                                                                                                                  1. Value Equivalent Identification
                                                                                                                                                    1. Creative Compensation Design
                                                                                                                                                      1. Future Benefit Provision
                                                                                                                                                        1. Intangible Value Recognition
                                                                                                                                                        2. Balancing Unequal Value
                                                                                                                                                          1. Value Measurement
                                                                                                                                                            1. Compensation Calculation
                                                                                                                                                              1. Fairness Assessment
                                                                                                                                                                1. Satisfaction Verification
                                                                                                                                                              2. Brainstorming for Mutual Gain
                                                                                                                                                                1. Facilitating Collaborative Idea Generation
                                                                                                                                                                  1. Session Structure Design
                                                                                                                                                                    1. Participation Encouragement
                                                                                                                                                                      1. Judgment Suspension
                                                                                                                                                                        1. Quantity Focus
                                                                                                                                                                        2. Evaluating and Selecting Options
                                                                                                                                                                          1. Criteria Development
                                                                                                                                                                            1. Option Assessment
                                                                                                                                                                              1. Selection Process
                                                                                                                                                                                1. Implementation Planning
                                                                                                                                                                            2. Principles of Influence and Persuasion
                                                                                                                                                                              1. Reciprocity
                                                                                                                                                                                1. Giving to Receive
                                                                                                                                                                                  1. Initial Concession Strategy
                                                                                                                                                                                    1. Favor Banking
                                                                                                                                                                                      1. Relationship Investment
                                                                                                                                                                                        1. Future Obligation Creation
                                                                                                                                                                                      2. Scarcity
                                                                                                                                                                                        1. Highlighting Limited Opportunities
                                                                                                                                                                                          1. Availability Emphasis
                                                                                                                                                                                            1. Time Limitation
                                                                                                                                                                                              1. Exclusive Access
                                                                                                                                                                                                1. Competition Pressure
                                                                                                                                                                                              2. Authority
                                                                                                                                                                                                1. Leveraging Expertise and Credibility
                                                                                                                                                                                                  1. Credential Establishment
                                                                                                                                                                                                    1. Expert Opinion Citation
                                                                                                                                                                                                      1. Track Record Presentation
                                                                                                                                                                                                        1. Third-Party Endorsement
                                                                                                                                                                                                      2. Consistency and Commitment
                                                                                                                                                                                                        1. Securing Incremental Agreements
                                                                                                                                                                                                          1. Small Commitment Building
                                                                                                                                                                                                            1. Consistency Pressure
                                                                                                                                                                                                              1. Public Commitment
                                                                                                                                                                                                                1. Written Agreement
                                                                                                                                                                                                              2. Liking
                                                                                                                                                                                                                1. Building Personal Connections
                                                                                                                                                                                                                  1. Similarity Emphasis
                                                                                                                                                                                                                    1. Compliment Delivery
                                                                                                                                                                                                                      1. Cooperation Demonstration
                                                                                                                                                                                                                        1. Personal Interest Sharing
                                                                                                                                                                                                                      2. Social Proof
                                                                                                                                                                                                                        1. Demonstrating Widespread Support
                                                                                                                                                                                                                          1. Peer Behavior Citation
                                                                                                                                                                                                                            1. Testimonial Sharing
                                                                                                                                                                                                                              1. Trend Identification
                                                                                                                                                                                                                                1. Majority Position Emphasis

                                                                                                                                                                                                                          Previous

                                                                                                                                                                                                                          4. Core Communication Skills in Negotiation

                                                                                                                                                                                                                          Go to top

                                                                                                                                                                                                                          Next

                                                                                                                                                                                                                          6. Psychological and Interpersonal Dynamics