Negotiating for a New Car: Who’s Better – Men or Women?

Most of us have negotiated to buy a car at least once in our lives. It can be an exhilarating and somewhat daunting experience. Traditionally, men have been perceived (whether true or not) as having the upper hand in the car negotiation stakes. But is that true today? Let’s find out. What the research says… […]

The Shocking Power of Counter Offers

In a previous post, we discussed why you should make the first offer in a negotiation. But what should you do if they get in first and make the initial offer? The advice here is short and simple: always counter their initial offer before striking a deal. The power of countering This might come as […]

Dealing with dirty negotiation tricks: deliberate intimidation

Power in negotiation depends on perceptions. If you perceive your counterpart as powerful, they’ll often be able to exert more influence over you. But what if that ‘power’ isn’t real? What if it’s deliberately fabricated to intimidate you into conceding to their demands? The best negotiators can effectively manage these intimation tactics. But, to do […]

Dealing with dirty negotiation tricks: Artificial Deadlines

When it comes to effective negotiations, the clock can be a game-changer. Not only can certain times of day impact your outcome, the duration of a negotiation is a key factor too. Especially when it’s used as a dirty negotiation trick… While negotiations often take place within a limited space of time, in some instances […]

Dealing with Dirty Negotiation Tricks: Limited Authority

Have you ever faced a negotiator who presents with ‘limited authority’ to make a deal? Think of the company rep who’s fully authorised to refuse every option you might offer, but has no power to approve even your reasonable counter-offers. Of course, sometimes the ‘limited authority’ claim is entirely genuine. Not every negotiator you face […]

Dealing with dirty negotiation tricks: ‘take-it-or-leave-it’

Dirty negotiation tricks – we don’t recommend you use them but it is important to be able to deal with them, and protect yourself, when you’re up against them. In our last post, we covered the good cop / bad cop approach. Now let’s explore the age-old ‘take-it-or-leave-it’ tactic. The final offer… You may have […]

Dealing with dirty negotiation tricks: The good cop / bad cop strategy

When it comes to negotiation approaches, it’s no surprise that some negotiators use dirty tricks. Many of the participants in our workshops and programs are keen to learn how to counter these tricks – ethically – when they come up against them. One of the most recognisable tricks is one you’re probably familiar with: the […]

How to magically frame your requests to get what you want

It may seem hard to believe, but the way you phrase your requests can be a game-changer in negotiation. And there’s a huge amount of research to back this up: people, it seems, respond differently to messages simply based on how they’re framed (Tversky & Kahneman, 1981). For example, a 2011 study by Grant and […]

Should you make the first offer in a negotiation?

In our last post, we explored how to make negotiation offers that result in higher value outcomes. But we didn’t discuss the vexed, long-debated question of who should make the first offer in a negotiation. Let’s explore it. Drop anchor Question: Did Gandhi die before or after 140 years old? If you said ‘before’, you’re […]