Negotiation Games:
Spotting and Neutralizing Five Tactics that can Damage Deals

Learn how to neutralize the most common negotiating tactics. Understand some approaches for managing them, maintaining your leverage, and keeping the conversation focused on the best outcome for both parties. The party with whom you're negotiating may consciously employ tactics or gamesmanship designed to throw you off balance, divide your team, or win easy concessions. You will also learn about the positive aspects of tactics, and how to consider when is the best time to use them. The result: more positive outcomes as you learn to spot and counter the common tactics that affect the less-experienced negotiator.

This easy-to-read report addresses three key negotiation skills:

  • Recognize the difference between positive tactics and potentially destructive gamesmanship.
  • Learn how to spot and respond to tactics that can derail the deal.
  • Understand when tactics might be the best way to a positive outcome.
negotiation in sales

Negotiations are pervasive in business. Whether selling products, making a deal to sell a business, starting a new business, or launching a new product, negotiation is a critical skill impacting results. But negotiation is not just about winning a deal. Successful negotiation can lead to improved business results, a sustainable competitive advantage, new relationships, and new efficiencies.

Credibility is the power to inspire belief. Leverage is the ability to persuade people to move closer to your position. Credibly articulating shared positions of value creates leverage. Without these foundational attributes, the likelihood of reaching a positive outcome for your side is slim.

Learn to handle five key negotiation tactics to focus on creating winning conditions, regardless of what is being negotiated for, or with whom. This whitepaper outlines these Five Tactics and why they're important for creating positive outcomes - so both parties can leave the table with their major objectives met and satisfied with the value they have received.