Some Other Traps of the Professional Negotiator
The Decoy
This involves starting off by “exhausting” your counterpart by spending hours demanding a concession that you know to be completely nonnegotiable. The negotiator then suddenly lifts the pressure by waiving that demand, but in exchange asks his counterpart to immediately grant another demand, which is depicted as being of little consequence. This second demand, in reality a major demand, was the negotiator’s main objective from the outset.
Blowing Hot and Cold
Otherwise known as the “solo” version of the “good cop/bad cop” routine.
The False Friend
“If you significantly improve your offer, together we shall have better arguments with which to convince my boss.”
The Shopping List
Your counterpart ...
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