Don't player hate, anticipate and formulate! This week I did some reading on negotiation. I learned that all negative "negotiation tactics" can really be boiled down to three main strategies:
- 1. Deception
- 2. Coercion
- 3. Prevention
(- from Negotiations and Selling by Sameer Kulkarni)
Another (rhyming!) way to remember them is: Tricks, Kicks, and Bricks:
- Look out for Tricks when: One party has little to lose or much to gain from deception.Information asymmetry is great & verification is difficult. Also when interaction or interdependence between parties is infrequent. (source)
- Be ready for Kicks when: improper use of negative leverage puts the opposing party in duress. Can include bribery and blackmail. (source ...very interesting paper)
- Prevention (or 'BRICKS') may occur when: a person acts as a gateway to other people or places. A simple example could be obstructing access to information. (source)
Knowing the other party’s tactics will help you anticipate and formulate a better argument. But is that enough? How often do you encounter Tricks, Kicks, and Bricks when negotiating? What do you do?
As always, thank you for reading!
with appreciation,
Jon
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