We would like to think that all negotiators are honourable people, and that, like us, they are focused on getting the best compromise between what they ideally want and what we ideally want. However, this is not always the case, and some negotiators will use dirty tricks, or underhand tactics against us. Here is a list of the most common ones, and some ways you can avoid falling victim to them.
- Good Cop, Bad Cop
- Fait Accompli
- Funny Money
- Red Herring
- Withdrawn Offer
- Mother Hubbard
Good Cop, Bad Cop
How it works
One negotiator puts you under extreme pressure, usually by being completely unreasonable. Then the other befriends you and shows you a way of getting the other guy back on track.
Why it works
As social animals we have learned that we generally achieve the most success when we cooperate with each other. When this cooperation is contrasted with a very exaggerated aggressive approach we over value the apparent support we are receiving from the “Good Cop”. As a result we are likely to be overly helpful in return.
How to resist it
Recognise it for what it is. You can even make a joke about it. Once the other party realises you know what they are playing at they will stop using this tactic.
Fait Accompli
How it works
The negotiator tells you a critical decision has already been made and can’t be undone. You are supposed to just accept it.
Why it works
In order to cope with the many decisions we have to make every day we have developed techniques and systems that simplify the process for us. One of those systems involves putting the last decision behind us so we can concentrate on the next one. In most circumstances this works very well for us
and stops us from being swamped with regrets and post decision reviews. However, it also makes us very vulnerable to accepting a decision rather than trying to get it overturned.
How to resist it
Never accept it. Look at what can be done to change the decision. Look for ways to achieve what you want without actually requiring a complete reversal. Again, by regarding this as merely a tactic, you can prevent an important part of the negotiation being excluded from you. If the other party is adamant that the decision stands you can explain that it completely affects your interest in the negotiation and that you will need to completely revise your offer.
Funny Money
How it works
The negotiator asks you for just an extra penny, but omits that they are buying a billion items. Or, a half a percent on a £100 million contract.
Why it works
There are lots of ways that Funny Money finds it way into negotiations. Sometimes it is due to our becoming confused in the heat of the negotiation. Sometimes it is a result of a deliberate ploy by the other party to mislead us about the significance of a concession they want us to make.
How to resist it
Always check carefully the cost of any concession before agreeing to it. Take time out to sit with a calculator, or get another member of your team to check your figures before agreeing to a concession that appears to be very minor.
Red Herring
How it works
The negotiator beats you up for ages over some matter that you think is not really important, then asks you for a major concession on a totally different point.
Why it works
As social animals we want to get on with others. So, when someone is being extremely disagreeable towards us we find it incredibly stressful. At the point the other party offers us a way out of that position we tend to be overly keen to accept it.
How to resist it
Don’t allow yourself to become distracted. Emotion in a negotiation is used by dishonest negotiators to divert your attention from the real issues. If you have prepared properly in advance of the negotiation you will be really clear about what you and what the other party want to achieve. Recognise when the discussion has departed from this track and understand why the other party might be doing this.
Withdrawn Offer
How it works
The negotiator makes you an offer which isn’t acceptable to you, and then withdraws it, usually in a fit of anger. You start to wish you could get it back.
Why it works
We are programmed to resist loss more than we are to achieve gain. This is a major factor in our ability as a species to constantly progress. Again, this programming serves us really well most of the time. But we can be deceived by a dishonest negotiator that uses our emotional response to loss against us.
How to resist it
Don’t get distracted. The offer wasn’t good enough before, and it isn’t good enough now. Keep to the facts and don’t let your emotions take over.
The Mother Hubbard
How it works
The negotiator tells you there just isn’t enough money in the budget for all you are offering.
Why it works
This works for the same reason that the Fait Accompli works. We tend to accept a decision once it has been made. And it seems reasonable to do that. After all, “there’s no money” is a pretty unequivocal statement, isn’t it?
How to resist it
Change the offer. Suggest ways in which you can trim what you provide to meet the budget. Look for other budgets that can be used to fund some of the expenditure. Just don’t accept that there isn’t any money.
So, there you have it – the most common dirty tricks that negotiators play with you. However, I haven’t told you my favourite, and that is because I sometimes use it to get back at those parties that have tried to play dirty with me.
If you would like to know my favourite dirty trick, e-mail me at ginny@precept.uk.com and I’ll let you in on the secret.