In this video i want to talk to you or
give you some examples
of distributive negotiation tactics. Now
just to recap if you um if you aren't
certain about what is a distributive
negotiation please visit our video to
learn more about that but in summary
it's a scenario where you have a finite
interest right
an individual interest that cannot be
expanded that
the more value I grab of that interest
the less value you have of that interest.
Common scenario is when you're buying
something I pay more
means I give more money you receive more
money
right if I pay less you receive less
money I pay less money right so that's
a single element of value that if I give
less
right I gain if I give more you gain
so it's distributive in nature you can't
enlarge that pie
as they say it's a fixed pie okay. So
that being said
uh distributive negotiations tend to be
somewhat competitive
right they tend to be characterized by
what we call hardball tactics
right and just to reiterate if you
haven't watched our video on
what is negotiation strategy it breaks
down strategy into
orientation objectives and tactics
tactics are things you do to achieve
objectives in the org
in the during the negotiation so with
that being said
we're identifying some tactics that you
will commonly see in a distributive
negotiation
okay with the understanding that
generally they are related to very
competitive
hardball uh tactics type activity right
it's designed to beat the other person
to grab more value than the other person
right not like in an integrative
negotiation where you seek
a collaborative or cooperative type of
situation or use tactics in that regard
that seek to
create additional value for both parties
okay.
So with that being said let's identify
some examples first good cop bed cop
we've all heard of this scenario it's
where
one party in the negotiation seeks to
be accommodating right but you
oftentimes use a third party or outside
party
or you actually play both roles yourself
where you jump back and forth on
being accommodating and friendly in some
ways but very stern
and harsh and demanding in others right
so you're playing that
playing these two positions off each
other right they're very common in
team based negotiations where two or
more people were negotiating with
another person or another team
okay where you can play these differing
attitudes or orientations off of each
other
right to create an effect in the other
party
all right. Lowball highball that is when
one party in negotiation or both parties
but one party negotiation
uses an extreme offer
at the outset and basically it's testing
the waters to see
how bad the other party needs the
interest at stake
how informed they are about the true
value of what you're negotiating over
so you take an extreme position that is
in your favor
hoping that the other side is uninformed
or needs it so badly that they simply
accept your offer and you grab a lot of
value in the scenario
right but be careful with this if the
other party is
well informed it can seem somewhat
offensive right
it's uh like saying i'll sell you this
bottle of water for ten dollars
right type scenario uh do they know how
much
the bottle of water is worth right it's
a one dollar bottle of water
traditionally
they could be highly offended right so
it could cause a procedural
foul right or create some um
undesirable emotions or feelings based
upon
the lack of procedural fairness there
okay.
Bogey that's when you feign not having
interest
right feign not having interest in
whatever you're negotiating over
fainting not having interest in
negotiating at all
this isn't necessarily a hardball tactic
but it can be extremely useful
in single item negotiations particularly
where
you're in distributed negotiations where
something's being sold
right you feign interest in it to create
the perception
with the other party that oh you're not
interested
the other party certainly not
going to be able to demand a premium
if anything to gain your interest
they're going to have to
try to identify some discount or
identify some additional value for you
okay
so that's the bogey. Nibble that's when
you're
basically trying to get a little bit
more right before the close of a
negotiation
right you've you've worked out some hard
details some
hard uh terms of the negotiation there
you are you're ready to close
it's not quite a stall tactic or a hold
out tactic
rather it's just just one more thing I
needed just one more thing can you throw
this in just one more thing
right and it's that's why they call it
the nibble you're nibbling just a little
bit more of the value
type scenario but it's usually
inconsequential
in comparison to the overall deal so the
other party is willing to throw it in
okay. Chicken plain chicken we all
know the scenario playing chicken to see
who chickens out first
right who averts course first so in this
one
you take a course of action and say if
this doesn't work i'm out right i'm
walking away from the negotiation
okay i'm playing chicken with you to see
are you going to balk first and say okay
okay then i'll accept your terms
that type of thing because i don't want
you to leave right that's the negative
scenario
or is the other party going to go into
it
a very competitive type of position it
can cause negotiations to fail
even if you both are within the zone of
potential agreement at that time of
using it so be careful with that
but it can in some scenarios be
successful if you read well in the other
party's
orientation that they are susceptible to
that type of behavior
okay. Intimidation right that is
tends to be characteristic of an
orientation a very competing
orientation in which you were simply
trying to
well intimidate make them scared
right make them anxious by you or your
behavior that type of thing it can
usually be carried out by showing anger
frustration uh you know a very
aggressive type behavior
to create that intimidation reaction in
the other party that's certainly a
hardball tactic or a competitive
behavior. And lastly, we call it the snow
job
but basically it's overwhelming the
other party
with information you're just dumping
major amounts of information on them
right talking fast deliver you know
handing them a bunch of documentation
saying you know
and creating some level of urgency
behind it right.
It seems overwhelming to them right it's
a way to beat up on them mentally so
that they're just
okay okay enough enough whatever you say
i'll accept it okay just give it to me
simply
all right that type of thing so again
that's a very competitive hardball type
of tactic to use.
These are just some examples there any
number of tactics that you'll see that
can be distributive in nature but once
once again they're going to be
characterized as being highly
competitive
in nature if you are able to identify
these you are then able to
come up with a plan for how to deal with
them and in a separate video we address
how to deal with distributive
negotiation tactics.