Beware Negotiating Tactics

Everyone uses negotiating tactics when they negotiate. People employ tactics in negotiations because
they believe the tactics work for them. No matter how effective a particular negotiating tactic seems
to work for you, however, there is a danger in being typecast as a devotee of that particular tactic.
Even an effective negotiating tactic can become a two-edged sword.

I had a chance to meet with the general manager of a baseball team once who told me about a well
known sports agent who acquired a nickname because of his favorite negotiating tactic. When a
player’s contract negotiations got down to a reasonable spread between the agent’s money demands
and the ball club’s offer, the agent would invariably say to the general manager, “Let’s split the
difference and get this deal done.”

Over the years the sports agent represented several of the ball club’s players. Whenever the sports
agent telephoned the general manager’s office, whoever answered the phone would place the agent
on hold, and announce the call, saying “Split The Difference is on the phone!”

In this case the sports agent’s favorite negotiating tactic may have helped get some deals done, but
being typecast as “Split The Difference” put him at a disadvantage with his negotiating partners. It was
easy, in this case, for the general manager and his negotiating team to come up with a strategy to
neutralize the agent’s favorite negotiating tactic. The agent, because he was predictable, became
vulnerable to counter-negotiating tactics. His negotiating tactic became a two-edged sword.

As you negotiate with customers, it’s important to recognize the various tactics some customers
employ to get what they want or need. Once you recognize a customer’s favorite negotiating tactic,
you can devise a strategy for neutralizing the tactic or maybe even using their tactic to your advantage.

Remember, everyone uses negotiating tactics when they negotiate. Do you employ a favorite
negotiating tactic when you negotiate with customers?  Someone once tried to convince me that
they make a conscious effort not to use any tactics when they negotiate. I replied, “Congratulations!
You get this month’s Selling Up award for using the “I don’t use tactics” negotiating tactic!"

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Copyright © 2006 Selling Up™.  All Rights Reserved.

About the author: Steve Chriest is the founder of Selling Up™ (www.selling-up.com), a sales consulting
firm specializing in revenue and sales improvement for organizations of all types and sizes in a variety of
industries. He is also the author of Selling The E-Suite, The Proven System For Reaching and Selling
Senior Executives and Profits and Cash – The Game of Business.   You can reach Steve at
schriest@selling-up.com.