Negotiating Strategies
In order to resolve conflict at times you will require negotiation strategies and will hope for win-win outcomes which have been described above. Unfortunately, some opponents will attempt to win at all costs. Beware of the following negotiating strategies:
Fait accompli strategy. The fait accompli strategy is a risky one. Basically, one side does whatever it wants and expects the other side to accept the terms and the outcome.
Standard practice strategy. The "standard practice" claim infers that what is being suggested is acceptable because it is "standard practice." This strategy is another reason why doing your homework is important. If you are negotiating in an area that may be unfamiliar to you, be sure you research any "standard practice" claims before agreeing to them.
Deadline strategy. Time can be a powerful weapon in a negotiation. If the other side knows your deadlines, they may delay giving you a draft (and possibly throw in a few changes) until the last minute to gain the advantage. The closer you are to your deadlines, the more concessions you're likely to make. Therefore, it is important to set a deadline which you are happy with.
Decoy strategy. The decoy issue is often used by politicians. This strategy involves inflating the importance of a minor issue to mask the importance of a larger issue or a hidden agenda. If the other side concedes what they have made you believe is a major issue, but what is for them a minor one, they will then expect you to concede on one of your truly important issues. Again, doing your homework will give you an edge in knowing the industry value of various issues.
Faking withdrawal strategy. Faking withdrawal from the deal in favour of a competitor is another strategy of which to be wary. Its purpose is to gain a concession, usually a significant one, by pretending to entertain another offer such as one from your competition. If you catch the other party in this strategy, it's probably best to call their bluff and end the negotiations in favor of going elsewhere, perhaps to their competition.
Good guy/bad guy strategy. This approach is easy to spot. A common scenario may go something like this: One of the negotiators on the other side is hardcore (definitely not win-win minded) in his/her approach. This strategy may even involve the "bad guy" throwing a temper tantrum. Then, when the bad guy steps out for a few minutes, the good guy half of the negotiating team makes an offer in a less threatening manner. If the other side has resorted to this strategy, it may be best to call them on it or consider terminating the negotiations.
Limited authority strategy. The limited authority strategy involves the other side trying to make concessions by claiming they don't have the authority to make concessions on their own. If the other side claims that they do not have the authority to lower the price, but instead need to call a manager, you should halt negotiations with that person and only resume talks with a representative who has the authority to truly negotiate.
Salami strategy. The salami technique is used to gain concessions piece by piece. The basic premise is this: Instead of trying to grab the whole salami, cut off thin slices over time. The result is gaining the whole or a good portion of the salami without the other side realising it (Thomas et al 2006).
