Eight Dirty Negotiation Tactics and How to Beat Them

Negotiation is a critical part of the business. Successful negotiations help to solve problems, bring interactions to a new level, and achieve results. The ability to conduct a dialogue and defend one’s position is the unsurpassed quality of a successful businessman.

Protection against Dirty Negotiation Methods

Negotiations can be challenging, tense, and your opponent can use dirty tactics. Correctly repelling an attack, defending, and refusing to give up is the way to win. We will reveal all the secrets to you, how to deal with dirty negotiations.

1. Last-minute retreat

You have practically finalized a deal. And at the very last moment, your opponent abruptly refuses. What is this trick? The negotiator is likely still interested in the agreement, but it occurred to them to knock out better terms by resorting to an unfair method.

Defense: Do not be afraid to interrupt the proceedings. Keep your composure; pause. “No means no.” After a certain time, you can resume negotiations. Better yet, wait for the other party to change their mind and return to discussing a deal with you. On your terms this time.

2. Excessive promise

You are promised mountains of gold – they say that success will be tremendous, and accordingly, for the prospects, you now need to shell out an impressive amount.

Defense: Do not soar in the clouds, be down to earth. Analyze the facts. What was your previous interaction history? What can competitors offer? If the situation changes and you get an unexpected result, you may well pay extra as bonuses. Do not get fooled by promises – judge by actions.

3. Mysterious decision maker

The second party to the negotiations keeps secret the information about who makes the decision. You appeal to your opponent, argue your position, and they say that the decision is made by someone else.

Defense: Stop negotiating. It makes little sense trying to deal with someone who is not authorized as the key decision-maker.

4. Pressure

There is a lot of pressure on you; the quality of your work is questioned; you don’t hear any intelligible argumentation – the other side demonstrates over-the-top emotions. Your product is criticized without any facts.

Defense: Behave surprised. Ask for an explanation of what the grievance is. Keep calm. This tactic is designed to throw you off balance, and you need not give your opponent any opportunity to rock you. If something is wrong, let your interlocutor state facts, and not shake the air with unnecessary emotions.

5. Vague formulations, excessive wording

Your interlocutor dodges now and then creates a fog, and says a lot of unrelated things. Such tactics can help get additional information from you, without revealing own cards, shake you. They may expect you to make a mistake.

Defense: Bring a person to light. Ask direct questions; insist on knowing the specific details. “What does this information have to do with our negotiations?” Dispel the fog.

6. Resuming discussion after a decision has been made

You have discussed everything, and it seems to you that you have reached an agreement. But, alas, your opponent is again raising issues that you have already discussed many times.

Defense: State that you will not discuss points upon which an agreement has already been reached. Ask if they want to reach an agreement at all. A little shake-up helps the other side to comprehend the consequences of their non-business-like behavior.

7. Two against one

It happens that there are several negotiators. They can team up against you to put pressure on you.

Defense: Remain calm, do not react to provocation and keep yourself in check. Take a break if the tension builds up – request negotiating directly with the person who makes the decisions.

8. Absence of interest

The other side may be uninterested. Or maybe they fake ignorance, displaying indifference to get more favorable conditions for themselves. This is an ugly black tactic that is often efficient.

Defense: Spare no time for those who show disinterest. Let them go. In general, you can always resume negotiations, say in a month.

Dirty Negotiation Techniques Can Be Defeated

No matter what means – unfair at times – the other party resorts to in the negotiations, you can always protect yourself. And to achieve the best conditions, you should never be afraid to cancel the deal, stay calm under pressure. All of the skills that will help you become an effective and successful negotiator can be developed. CMA Consulting training will help you with this – we have extensive experience in training personnel of varying levels. The main thing is to believe in yourself.