11.3 Counteractions – Exercise (VL)

11.3 Counteractions – Prep

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 acceptable, sustainable agreement, and that is best done by employing a few simple counteractions to the tactics encountered.

In preparation for your upcoming virtual session, using the customer that you brought with you as a part of the pre-work, consider the counteractions you would employ if your client used any of the following 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.