In the world of negotiations, sometimes it becomes necessary to employ hard tactics to gain an edge. Negotiation is an inherent part of our daily lives, woven into the fabric of our interactions and decisions. From simple exchanges to complex agreements, we are constantly engaged in negotiations. Hard negotiation tactics can be powerful tools to influence and control the outcome of a negotiation.
One of the most talked about quality of a good negotiator is the ability to listen. However, listening is one of the most underrated skills and is as rare as common sense. Let me give you a personal example, where I was doing my executive management program at IIM-A. During one of my lectures on negotiation, we just had a classroom session where the professor talked about the importance of listening. Now in the classroom were my colleagues, each with at least 10+ years of management experience. Post the classroom session, we were divided in 12 groups of two each for an exercise, and each one given case based on we had to negotiate a certain deal. 11 out of 12 groups could not come to an agreement. Only if the any of the two negotiators had the patience to listen to other’s concerns, they would have a win-win situation and yes it was that simple. I don’t want to boast here, but it was my group which had a win-win in this negotiation exercise, the only thing we did was here the other person out.
Negotiation is about finding common ground, resolving conflicts, and reaching agreements that satisfy our needs and those of others. Developing our negotiation skills empowers us to communicate effectively, being conscious of others negotiation tactics and understand different their perspectives and navigate through life’s myriad negotiations with confidence and success.
While it’s important to approach negotiation with a focus on collaboration and win-win outcomes, it’s worth discussing some hard tactics are often employed to assert influence and drive a negotiation in your favor. However, it’s crucial to use these tactics ethically and responsibly, always keeping in mind the goal of achieving a mutually beneficial agreement. It may seem very just to aim toward a win-win negotiation, however it’s very important as if a negotiation is closed with a decision that is biased towards one party, sooner or later the other party will back to confront. So here are a few hard tactics that can help you assert effective control in a negotiation.
Anchoring: Start the negotiation with an aggressive but justifiable initial offer
By setting a high anchor, you can influence the perception of value and create a favorable starting point for the negotiation. This tactic can shape the range of acceptable offers and potentially work in your favor.
For example HR professionals often start the negotiation process by setting a salary anchor, which is typically a lower offer than the candidate’s desired compensation. This tactic allows the company to have room for negotiation and potentially secure the candidate at a lower cost. The candidate, on the other hand, can counter with their desired salary range, leading to a potential compromise.
Assertive Positioning: Clearly communicate your expectations and requirements throughout the negotiation process
Make confident statements and back them up with evidence, emphasizing the value you bring to the table. This assertive positioning can help establish your authority and increase your influence in the negotiation.
Deadlines and Time Pressure: Utilize time constraints strategically to create a sense of urgency
Set deadlines for decision-making or emphasize time-sensitive factors that can push the other party towards making concessions. Time pressure can often lead to more favorable outcomes if used judiciously.
For example, companies sometimes use time pressure as a tactic to prompt candidates to make quick decisions. HR professionals may set tight deadlines for accepting an offer or conducting subsequent interviews. This creates a sense of urgency and encourages candidates to respond swiftly, potentially limiting their ability to negotiate or consider other options.
Limited Authority: Present yourself as having limited decision-making authority, even if you have more power than you let on
This tactic allows you to consult with higher-ups or take additional time to consider offers, creating an impression that you have less room for negotiation. It can compel the other party to make more favorable offers in an effort to secure your approval.
For example a salesperson may claim they need to consult with their manager before finalizing a deal, even if they have the authority to make decisions. By presenting themselves as having limited authority, they create the perception that they have less room for negotiation, potentially pressuring the other party to make more favorable offers.
Take-It-or-Leave-It Offers: In certain situations, presenting a non-negotiable offer can be a power move
This tactic is most effective when you have a strong position of leverage, such as when you possess a unique or highly sought-after resource. However, be cautious as this approach may strain relationships and should be used sparingly.
For example, when selling/auctioning a used item online, you might list a fixed price with a statement that it’s non-negotiable. This tactic can attract buyers who value convenience and are willing to pay the listed price without haggling. This tactic is also used by HR managers to hire for positions that have a lot of potential candidates, like entry level positions.
Flinch: When presented with an offer or proposal from the other party, react with surprise or disapproval
Express your dissatisfaction and show that their offer falls short of your expectations. The flinch tactic can create a sense of doubt and prompt the other party to improve their offer to meet your perceived dissatisfaction. On the other hand, if you don’t express any sign of surprise, the other party will feel confident in their offer and make you feel they gave you a higher offer than you deserved.
Escalation: If the negotiation reaches a stalemate or impasse, consider escalating the situation
This can involve bringing in higher-level decision-makers or involving a third party, such as a mediator or arbitrator. The potential escalation can create a sense of urgency and pressure the other party to be more flexible in finding a resolution.
Split the Difference: If the negotiation reaches an impasse and both parties seem stuck in their positions, suggest splitting the difference
This is a very common tactic that involves proposing a compromise that falls between the two initial positions. By positioning this as a fair and equitable solution, you may persuade the other party to make concessions and move closer to your desired outcome.
For example during contract negotiations, two parties may have different views on the terms. To reach a middle ground, they can agree to split the difference by each party making equal concessions. This tactic promotes a sense of fairness and helps bridge the gap between initial positions.
Use Silence as Hard Negotiation Tactic: Silence can be a powerful tool
When faced with an offer or proposal, remain silent and maintain eye contact. This tactic creates a sense of discomfort and prompts the other party to fill the silence by making additional offers or concessions. The use of strategic silence can give you the upper hand in the negotiation.
For example, during a salary negotiation, the employer may present a compensation package and then remain silent, waiting for the candidate to respond. This tactic places the burden on the candidate to fill the silence and potentially disclose their desired salary range or make concessions.
Walk Away: If all else fails and the negotiation is not progressing in your favor, be prepared to walk away from the deal.
This tactic should only be used when you have a viable alternative or when the current offer does not align with your objectives. Walking away demonstrates your willingness to protect your interests and can sometimes prompt the other party to make a more favorable offer to prevent losing the deal altogether.
For example, when negotiating with a car seller, you may express your willingness to walk away if the price doesn’t meet your expectations. This is a common tactic signals that you have other options and can compel the seller to reconsider their asking price.
Remember, while these tactics can be effective in certain situations, it’s important to use them judiciously and adapt to the specific context of each negotiation. Strive for a balance between asserting control and maintaining a collaborative approach. Ultimately, successful negotiations are built on trust, respect, and the ability to find mutually beneficial solutions.
Psychological Aspects of Negotiation
Other than these tactics, there are also some subtle elements that can have a surprising impact on the outcome of a negotiation. Let’s dive into a few psychological negotiation points that can give you an edge:
Venue Selection: The choice of negotiation venue can influence the dynamics of the discussion.
If you have the opportunity to select the location, consider a neutral setting that is comfortable for all parties involved. A neutral environment helps create a sense of equality and fosters a more open and collaborative atmosphere. Avoid settings that may give one party an advantage, such as their own office or a location where they hold significant authority.
Desk Furnishing: When negotiating across a table or desk, how it is furnished can subtly impact the power dynamics.
A large, imposing desk can create a psychological barrier and give the person sitting behind it a perceived advantage. On the other hand, a smaller, more open table can encourage a sense of equality and facilitate a cooperative atmosphere.
Seating Arrangement: The seating arrangement during a negotiation can influence the dynamics between parties
A seating arrangement that allows for face-to-face interaction and encourages open communication. Arranging the seats in a circular or semicircular formation can foster a more collaborative environment and discourage confrontational posturing. The goal is to promote a sense of partnership rather than a hierarchy.
Body Language: Non-verbal cues play a significant role in negotiation
Pay attention to your body language and that of the other party. If you notice them taking more space than necessary while sitting, it means they are trying to be autorotative. Maintain eye contact to establish trust and engagement. Sit up straight to convey confidence and assertiveness. Use open and relaxed gestures to appear approachable. These subtle non-verbal signals can influence how the other party perceives you and may impact their willingness to make concessions.
Timing: Timing is everything, even in negotiation
Consider the timing of your negotiations strategically. Research has shown that people are more agreeable and open to compromise during certain times of the day or week. For example, scheduling negotiations in the morning when people are generally more alert and fresh can lead to better outcomes. Also, be mindful of external factors, such as deadlines or time pressures, which can affect the negotiation process and create opportunities for advantageous outcomes.
Remember, the psychological aspects of negotiation are just one piece of the puzzle. While these points can subtly influence the dynamics, they should not overshadow the importance of preparation, effective communication, and mutual respect. Combine these psychological negotiation points with sound negotiation strategies to enhance your overall approach and increase your chances of success.
Concluding Negotiations with Caution
Hard negotiation tactics can be powerful tools to gain control and influence the outcome of a negotiation in your favor. These tactics can potentially lead to favorable agreements and advantageous outcomes. However, it is important to exercise caution and ethical considerations when using these tactics.
While hard tactics may secure short-term wins, they can strain relationships and damage long-term partnerships. Consider the impact your tactics may have on the relationship with the other party and assess whether the potential gains outweigh the potential costs.
Not every situation calls for hard tactics. Evaluate the specific circumstances, the importance of the negotiation, and the balance of power. Sometimes, a more cooperative and collaborative approach may be more effective in fostering positive outcomes.
Not every situation calls for hard tactics. Evaluate the specific circumstances, the importance of the negotiation, and the balance of power. Sometimes, a more cooperative and collaborative approach may be more effective in fostering positive outcomes.
Hard tactics may not always yield the desired results. Be prepared to adjust your approach and tactics based on the specific dynamics of the negotiation. Being flexible and adaptable can enhance your effectiveness in navigating challenging situations.
Hard negotiation tactics are a delicate balance between assertiveness and cooperation. While hard tactics can be effective, it’s crucial to strike a balance between achieving your goals and maintaining positive relationships. By using these tactics responsibly and in combination with effective communication and problem-solving skills, you can enhance your negotiation prowess and increase the likelihood of securing favorable outcomes.
Abhishek Sareen is a sales & marketing professional with over 16 years of experience. He started his career as a management consultant at Kurt Salmon Associates and has worked in marketing & brand management, international business in sectors like precision steel tubes for automotive industry, consumer goods and retail.
He’s is a passionate cyclist and participated in several endurance competitive events. His interests are in behavioral psychology, economics and chess. He is a graduate in Computer Science and an MBA in Marketing. He completed his executive education from IIM-A in 2016 focusing on business strategy.