The Secret Agent

Some negotiators are convinced they will get a better deal if they are in control of more information than you are. This approach blocks you from uncovering the other party’s real needs. It interferes with the problem solving approach to negotiation. It puts control in the hands of the other side.

To deal with this tactic:

· State benefits of being collaborative and working together.

· Find out as much as possible about the person you are dealing with.

· Spend more time on chitchat. Seek out some common ground in order to build trust. Emphasize the problem-solving aspect of your discussion.

· Not abandon your problem-solving approach in the interests of moving the negotiation along more quickly.