In this episode of ProcurementZen we continue the ultimate list of negotiation techniques. In this episode Phil Kowalski puts focus on anchoring techniques.
- Big initial number – big numbers if you aim high, small numbers if you want low prices
- Look into past techniques. Works very good because of consistency and commitment
- Reframing – putting a fact that is important to you to another frame of reference.
- Reducing their expectations – Open negotiations by stating what is impossible to you.
- Downplaying the other side – downplaying the other side’s facts.
- Our rules – also known as policy based. Asking for proof is best way to fight this technique if applied to you
- Black and white – refers to contrast. This technique is about the relation between topics.
- False split – good negotiators never split the difference.
- Topic jumping – It’s a confusion tactic that you use to derail the other side.
- Stroking one’s ego – appealing to other people’s ego is powerful.
- Doing favors – We humans tend to give back. It’s very hard for us to owe something.
- Flattery – They help to establish a positive mood.
- Negotiations performance compliments – Use this negotiation tactic on small items, then you can ask for return on big items.
- Gaslighting – a very aggressive tactic, so be careful if you want to use it.
- Open frames – using open frames as hitting up the other side’s imagination.
- Introduction of new people – allows to question previously agreed items.
- Electronic negotiations – through the design of the tender, the negotiator sets the frame.
- The power of the first action – This means that if you see a first offer as reasonable, you tend to go for it and not wait for the next one.
- Good negotiators never split the difference. Only split the difference when you have artificially increased the values.
- Create a positive mood while negotiating.
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