Good guy/bad guy

A common tactic is for two opponents to gang up on the negotiator in such a way that one plays a bad guy to set the individual up, and the second person, by playing the good guy, lulls the individual into demanding less or making a bad decision. When attempting to negotiate a salary increase, the individual’s immediate boss may respond by saying the individual clearly deserves the money but the “big” boss wouldn’t go for it.

To deal with this tactic:

· The best defense is to regroup your thoughts around your prenegotiation plan.

· You can suggest a pause to consider the new demands, but on your return offer no concessions.

· Sometimes it may be advisable to bring in your own bad guy.

Just One more Thing

The tactic occurs in many forms, but two common applications involve the “ decision is made” approach at the beginning and the last minute add-on at the end of the negotiation. At other times your proposal will be returned to you signed, but with one or more items crossed or altered. The effect is to pressure you to accept the alteration instead of reopening the negotiations.

To deal with this tactic:

Slicing

This strategy involves taking each separate component of a deal and negotiating it at best possible level. Using a series of small requests distracts from how they will add up to a total package. The objective is to give you the feeling that it is not worth risking the entire deal over small issues.

To deal with this tactic:

· Keep all components of the package in front of you. The best defense is awareness.

· Use the if/then approach. “If I agree to a higher price, then will you take on the environmental liability?”

· Know what concessions you want.

· Discuss all components and make the necessary adjustments to the deal’s range as you go along without committing to agreement on each issue.