There are certain time-honored tactics that people use to tip the scales in their favour during a negotiation, whether its haggling at a garage sale or during a high-level merger. For example, a potential employer may offer you less money than they are actually willing to pay, to give themselves negotiating room. And a buyer will usually act surprised at the sellers first stated price no matter how reasonable it may be to pressure the person into negotiating.
Some negotiation tactics are acceptable, while others are downright sleazy. To be successful in sales and business, you must be able to differentiate between whats fair and unfair. You can learn how to use the good tactics to your advantage while deflecting the questionable ones.
Here are ten common negotiation tactics, along with advice on how to deal effectively with each.