May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Practical Application
Table 9.1 provides a summary list of all the adversarial tactics discussed in this chapter. Based on reading this chapter and your experience, check the adversarial tactics that have been used on you, or are likely to cause trouble for you.
| Authority escalation | Last and final offer |
| Bluffing/lying | Missing man maneuver |
| Cherry picking | Nibbling |
| Crunch time | Nonnegotiable demands |
| Deadline pressure | Personal attack |
| Deadlock | Poor mouthing |
| Divide and conquer | Red herring |
| Emotional outburst (a.k.a. the artful freak-out) | Rules |
| Simple solutions | |
| End run | Split the difference |
| Fait accompli | Surprises |
| Funny money | Take it or leave it |
| Good guy/bad guy | Threats |
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