FEATURE | NEGOTIATING
SAY NO TO SALES SKULLDUGGERY NEIL CLOTHIER describes 10 dirty tricks to watch out for during sales negotiations – and how to counter them
P
icture the scene. You are making the deal of a lifetime, yet you suspect foul play is at hand. The stakes are high and there is a certain level of distrust between both parties. Should you counteract your customer with your own dirty negotiation tricks to gain the upper hand? Or should you take the moral high ground and try to tackle the situation head on? It is a difficult scenario, and one that most seasoned sales professionals will be familiar with. The solution is to know when you are at risk of being exposed to a dirty negotiation trick and how to overcome such a situation. Here are some key tips to help you avoid foul play and create a safe negotiating environment that will pave the way for a successful business deal. JET LAG WHAT IS IT? Used on negotiators who travel long distances, this is where the counterparty arranges a meeting while the negotiator’s concentration is impeded due to jet lag or fatigue. A variation on the theme is to “entertain” the newly arrived traveller, ensuring there is even less chance to catch up on much needed rest before negotiations begin. It can be particularly difficult to refuse offers of hospitality. TIP FOR THE NEGOTIATOR: Travel early and leave time for recuperation before meeting the other party. Use this extra time wisely, both to get some rest and also to double-check your negotiation planning – an area that is frequently neglected. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet. This will help to ensure you are not “entertained” until you are fully prepared for it.
“More concessions are made in the final stages of negotiations than in the whole of the main discussion” 44 WINNING EDGE
44-46 NEW Huthwaite V3.indd 2
BLOWING HOT AND COLD WHAT IS IT? Here the perpetrator attempts to instil panic in the negotiator by changing from a position of enthusiasm with the negotiation to suddenly showing no reaction. TIP FOR THE NEGOTIATOR: Being aware of this tactic allows you to remain calm. To counter their silence, and to avoid giving anything away, be ready to ask questions about their position. This way you gain information and, in doing so, gradually take back power. ROLLING CONCESSIONS WHAT IS IT? This is frequently used to gain additional concessions from the unwary when agreement appears to be in sight. Giveaway phrases to look out for include: “I think we’ve nearly got a deal – if we can just agree on this last item I think we’re there...” or, “I feel much happier now – there’s just one small thing we need to sort out, then I think we have a deal...” TIP FOR THE NEGOTIATOR: Our research shows that more concessions are made in the final stages of negotiations than in the whole of the main discussion. Draw up an agenda of all the issues to be discussed early in the negotiation, so that additional items can’t be introduced at a later stage. When faced with “final demands”, carefully check there is nothing else to come before considering whether to agree. DELAYS AND DEADLINES WHAT IS IT? This is an attempt to gain concessions using time pressure. In its simplest form, the trick involves setting a deadline for the agreement to be signed, or the deal is off. TIP FOR THE NEGOTIATOR: Build in enough time and keep arrangements flexible. Time pressure may even work in your favour if you keep your flexibility to yourself until the deadline has arrived. People who have been expecting you to depart may be disconcerted by your sudden willingness to continue discussions. ISMPROFESSIONAL.COM
02/10/2018 11:41
