Dodging Common Dirty Tricks During a Negotiation

Learning to negotiate with integrity is a key mission of Scotwork training courses.  As apart of our helpful tips series, below are common dirty tricks we've seen in negotiations, and how to avoid falling for them.

Good Cop-Bad Cop: Apply psychological pressure with this old classic. The intended effect is that good cop gets incremental concessions as a result of bad cop's behavior.

Advice:  First, if it's YOU trying to use this old technique, think again. These types of transparent negotiating "tactics" can really damage your credibility when negotiating in the context of a long term relationship, and this one is right up there with giving the other side a low seat or a view looking into the sun. Cheap, and obvious - you're much better off to both convey a common objective with firmness and politeness.

 When faced with this tactic, the first step is to avoid the mistake confusing tone with substance. Sometimes 2 people on the other side of the table just happen to communicate a similar message in very different styles. If the substance is actually different, however, focus politely but firmly on the "good cop", summarizing every signal of flexibility back to both of them. Avoid being dragged into an argument, actively seek to reward flexibility from the good cop, and never reward aggression from the "bad cop" with concessions.

Pickpocket:  Deliberately take a little extra post agreement e.g. pay late or change specification.

Advice: This is what we sometimes call "deal creep" - and sadly, this is both an event, and a type of person. Rule #1 is never reward the creep with unilateral concessions - trade movement in your position. Rule #2 is to pre-empt this type of person with regular specific verbal summaries, followed up by timely written ones. Every new meeting should begin with a summary starting with, "As we agreed at the last meeting...". Most people who do this have found it works, you simply need to demonstrate that the only behavior that you'll reward is constructive, honest exchange.

Vow of Silence:  Refuse to give any information or explain any statement/proposal that you make.

Advice:  My personal favorite - one of the easiest tactics to overcome in theory, but the hardest in practice. Get comfortable with silence and practice routinely in informal conversations. Try to extend the gap between someone asking you a question, and responding. This really is a skill, and requires practice.

Perhaps the most important time to hold your tongue is after making a proposal; don't "leave it hanging" but end it by explicitly seeking a response like, "What do you think?". Then, Shut Up.