http://www.peterstark.com Helping CEOs, Managers & HR Professionals Thu, 02 Feb 2012 21:48:28 +0000 en hourly 1 http://wordpress.org/?v=3.0.4 http://www.peterstark.com/tactic-of-the-week/ http://www.peterstark.com/tactic-of-the-week/#comments Fri, 13 Feb 2009 16:57:23 +0000 Peter Stark http://www.peterstark.com/?p=408 The Tactic of the Week is a newsletter series of 101 strategies and tactics featured in The Only Negotiating Guide You’ll Ever Need, by Peter Stark and Jane Flaherty.  To receive weekly negotiation strategies for every day negotiation scenarios sign up here!

• Tactic #1 – Is That Your Best Offer?
• Tactic #2 – Referencing an Expert Opinion
• Tactic #3 – Asking a Closed-Ended Question
• Tactic #4 – Asking an Open-Ended Question
• Tactic #5 – Concede Small
• Tactic #6 – Share Both the Pros and the Cons
• Tactic #7 – Meet You in the Middle
• Tactic #8 – Silence is Golden
• Tactic #9 – Say “No” and Stick To your Guns
• Tactic #10 – Yikes! You’ve Got to be Kidding!
• Tactic #11 – Higher Authority
• Tactic #12 – Good Guy/Bad Guy
• Tactic #13 – That’s Not Good Enough
• Tactic #14 – Facts and Statistics
• Tactic #15 – Trade-Off Concession
• Tactic #16 – The Ultimatum
• Tactic #17 – Sweetening the Deal
• Tactic #18 – Clarifying the Ground Rules
• Tactic #19 – Moving the Goalpost
• Tactic #20 – Isolating Agreement
• Tactic #21 – Putting the Most Difficult Issue Last
• Tactic #22 – The Safeguard
• Tactic #23 – Uncovering the Real Reason
• Tactic #24 – Would You Like the “Meal Deal”?
• Tactic #25 – Focus on the Future
• Tactic #26 -Forgive Me, for I have Sinned
• Tactic #27 – Deflecting an Answer
• Tactic #28 – Calling your Bluff
• Tactic #29 – If You Were in My Shoes
• Tactic #30 – I Feel Your Pain
• Tactic #31 – Playing a Broken Record
• Tactic #32 – Launching a Tangent
• Tactic #33 – I’ll Think About It and Get Back to You Later
• Tactic #34 – Whatever
• Tactic #35 – Establishing a Fair Starting Point
• Tactic #36 – Making the First Offer
• Tactic #37 – There is More than One Way to Skin a Cat
• Tactic #38 – Moving the Deadline
• Tactic #39 -Take it or Leave It
• Tactic #40 – The Trial Balloon
• Tactic #41 – If… Then
• Tactic #42 – Feeling Hurt
• Tactic #43 – Find us an Umpire
• Tactic #44 – No More Mr. Nice Guy
• Tactic #45 – Persistence
• Tactic #46 – Electronic Shark in the Moat
• Tactic #47 – Stalling for Concessions
• Tactic #48 – Massaging a Big Ego
• Tactic #49 – Losing the Battle to Win the War
• Tactic #50 – The Power of Competition
• Tactic #51 – Put it in Writing
• Tactic #52 – Feel, Felt, Found
• Tactic #53 – These Boots are Made for Walking
• Tactic #54 – The Conditional ‘No’
• Tactic #55 – Building a Bridge
• Tactic #56 – The Puppy Dog
• Tactic #57 – The Ball is in Your Court
• Tactic #58 – Give it to Me Straight
• Tactic #59 – The Threat
• Tactic #60 – Investing
• Tactic #61 – Appealing to Mother Teresa
• Tactic #62 – Help Me
• Tactic #63 – Playing Stupid
• Tactic #64 – Fait Accompli-Asking for Forgiveness
• Tactic #65 – Taking a Time Out
• Tactic #66 – Two Heads are Better Than One
• Tactic #67 – Salami
• Tactic #68 – Referencing a Benchmark
• Tactic #69 – We’ve Never Done That Before
• Tactic #70 – Apparent Withdrawal
• Tactic #71 – Withdrawn Offer
• Tactic #72 – Low- or Highballing
• Tactic #73 – Funny Money
• Tactic #74 – The False Alarm
• Tactic #75 – The Choice is Yours
• Tactic #76 – Never Saying “Yes” to the First Offer
• Tactic #77 – The Decoy
• Tactic #78 – The Dead Fish
• Tactic #79 – Standard Practice or Policy
• Tactic #80 – Reward in Heaven
• Tactic #81 – The Power of Crazy
• Tactic #82 – How Would you Like to Pay for That?
• Tactic #83 – Providing Negative Information
• Tactic #84 – The Perfect Solution
• Tactic #85 – You’ll Be Sorry
• Tactic #86 – Flattery or Sweet Talk
• Tactic #87 – Setting a Time Limit
• Tactic #88 – Pulling on Your Heartstrings
• Tactic #89 – The Ambush
• Tactic #90 – The Field Trip
• Tactic #92 – One Foot on the Dock
• Tactic #93 – Establishing Rapport

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