In this video I want to identify some
basic but very common tactics
used in a negotiation these are
communication tactics or communication
related tactics
that can be used to achieve strategic
objectives
within the negotiation okay. To start
with
let's talk about direct presentation.
Well direct presentation
is simply a name for
presenting information to the other
party
that is you are giving them some
information about yourself.
Now that is done generally with the
purpose of the other party
responding back or giving information
back about themselves.
As we've said many times throughout this
video series
negotiation is at its heart a
communication
exercise. To be a skilled negotiator
you generally need to wield information
to selectively disclose information to
receive
information and to use that in framing
up your negotiation
and developing a strategy full of both
strategic objectives
and tactics that will allow you to
achieve your
overall desired outcome in the
negotiation.
In that way a direct presentation of
information to the other side
and the reciprocal receipt of
information directly presented by the
other side
is first and foremost the number one
communication tactic
used okay. Next, vague
reference that's where you don't
directly communicate an idea or factual
information
okay. You talk around it you talk about
things right but you don't actually
state the
information at heart. For example
vague reference would be if I mention so
assuming that there's another offer out
there
rather than saying I have another offer
the offer is for this amount
instead I make reference to
so assuming that there's another offer
okay.
I talk about it I don't speak to it it
creates a perception
in the other party's mind simply because
you're
once again identifying something that is
relevant to the negotiation
but you are leaving out information so
that
it in a way causes them to think or
develop further upon that information
to ideate upon it and make suppositions
and thus react to it so vague reference
is a very
important tool it is very important
sales tactic it is very important
communication technique
it can be used in so many different ways
in the negotiation.
Okay next screening activities,
screening activities is simply asking
questions of the other party asking
questions
that the information you are soliciting
is relevant to one
what how you frame up your negotiation
that is
what interests are at stake what will be
your reservation point
what will be your target point
these types of things what what are your
alternatives.
All of these things can be identified in
information once again solicited from
the other side
that help support or define your
understanding of what these things are
in the negotiation. So in a way,
you are trying to once again perhaps
take perspective right that's a specific
tactic that is used to ask the other
party's opinion on something
but screening activities are generally
broader
any question that relates to some
element of the negotiation
okay. Next, contextual modification
this relates strongly to what you're
doing with your strategic
objectives right because a strategic
objective
is simply a way that you're trying to
affect the negotiation context
or the other party their perception
generally about you the negotiation
context
right and you do this through tactics
right so specific tactics used to modify
that context right modifying the context
would be the objective
the tactics you use to do that
right and that might be a tactic that
attempts to hurry the person or make the
person believe that there's a finite
amount of time
make the person believe that that a
certain option
is the only available course of action
make the
other party believe that you have some
level of expertise or knowledge
that they otherwise do not recognize or
perhaps maybe questionable as to whether
you actually have that.
So that being said you're trying to
modify
once again the context of the
negotiation
through either the actual
aspects affecting the negotiation or the
other party's
perception of those aspects of the
negotiation.
Okay so with that being said there are
any number of tactics you can use to do
this
so this is more of a strategic objective
but if you think in terms of how
could I make the other party perceive
something about the negotiation how many
interests are available,
what are the alternatives at stake, um
uh what is the time frame, what is the
medium of communication, what are the
constraints
at play, right. All of these things
modify what the other party perceives as
being the context
and once again are very useful bundles
of tactics
to use as part of the communication
process during negotiation.