11.2 Tactics & Counteractions – Explanation (SBSA)

11.2 Tactics & Counteractions – Explanation 

When dealing with tactics, the first thing to remember is – don’t take it personally. People using tactics are usually just doing what they were taught to do – and we don’t always do what yields the best results. It isn’t personal. When you take it personally, your emotions take over, and you react. You will often not make the right response. Instead of staying engaged, both you and your negotiation partner may find yourselves in the Fight Comfort Zone.

Tactics are often used to “gain an advantage” over a negotiating partner. Tactical negotiations are rarely successful, and often lead to stalemates or bad deals.

When confronted with a tactical partner, focus on the desired outcome, not the situation. Keep emotions under control. Identify the tactic, but do not respond with tactics of your own. The goal is to come to a mutually agreeable, sustainable agreement, and that is best done by employing a few simple counteractions to tactics encountered.

Common Buyer Tactics 

  • Threatens to walk away unless unreasonable demands are met.
  • Promises of more to come in the future.
  • Defers to a higher authority.
  • Says you are totally out of the range of tolerance.
  • Brings in irrelevant information.
  • Tries to reopen agreed upon points.
  • Two or more people team up on you.>
  • Uses incorrect information or actually lies during the negotiation.