Understanding Negotiation Styles and Tactics

Salescraft Training

This episode explores negotiation styles, highlighting the importance of understanding both distributive and integrative negotiation tactics. We discuss twelve specific tactics used in negotiations and provide strategies for recognising and countering them effectively while emphasising the value of relationships in the negotiation process.
• Differentiation between distributive (positional) and integrative (interest-based) negotiation
• Importance of building long-term relationships in negotiations
• Understanding client negotiation styles
• Overview of twelve key negotiation tactics
• Strategies for recognising and countering negotiating tactics

Here are the twelve negotiation tactics covered:

1. Highball/Lowball Offers
2. Good Cop/Bad Cop
3. Nibbling
4. Silence
5. Time Pressure
6. Walking Away (Ultimatum)
7. Flinch
8. Bogey
9. The Reluctant Party
10. Cherry Picking
11. The Red Herring
12. Limited Authority

If you would like more information about the topics discussed, there is a more complete summary available in this PDF download.

I hope that you find it useful.

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Graham Elliott

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Chapters

1. Negotiation Tactics and Strategies (00:00:00)

2. Negotiation Tactics and How to Counter (00:12:46)

3. Dealing With Manipulative Negotiation Tactics (00:20:44)