How to Overcome the Top Ten Negotiating Tactics

Everyone uses negotiation tactics to get what they want, whether they’re haggling over the price of an item in a garage sale or discussing potential salary with a future employer. Most of the time, when you enter a negotiating situation you can expect the other party to use certain maneuvers to tip the scales in their favor. For example, you can expect a potential employer to offer you less money than they are actually willing to pay to give themselves negotiating room. And a buyer will usually act surprised at your stated price, no matter how reasonable it may be, to pressure you into lowering it.

Everyone uses these tactics, but that doesn’t mean that negotiations can’t be fair. Some tactics are acceptable, while others are downright sleazy. Tactics are part of the process, and you can use them and still maintain your negotiations on an honest level. In other words, the use of tactics doesn’t necessarily mean tricking or manipulating people.

Some tactics are simply tools to expedite the negotiation process; others are used to take advantage of the other person. To be successful in sales and business, you must be able to differentiate between the fair and unfair negotiation tactics so you can use the good ones to your advantage and deflect the questionable ones. Consider the following ten negotiation tactics and the methods you can use to deflect them:

Tactic #1: The Wince

The wince can be explained as any overt negative reaction to someone’s offer. For example, you might act stunned or surprised when your negotiating counterpart names their terms. This tactic tells your counterpart that you know your limits, which isn’t under-handed or dishonest. And wincing at the right time can potentially save you thousands of dollars. Keep in mind that when deals are negotiable, your counterpart will start high.

Of course, you won’t always be the wincer. Many times, especially in the sales profession, you’ll be on the receiving end of the wince. In this case, you can counter with the next tactic.

Tactic #2: Silence

In the negotiation process, silence can be your strongest tool. If you don’t like what your counterpart has said, or if you’ve made an offer and you’re waiting for a response, just sit back and wait. Most people feel uncomfortable when conversation ceases, and they start talking automatically to fill the void. Almost without fail, your counterpart will start whittling away his or her position when you use this tactic.

So what if you find yourself negotiating with a person who understands the importance of silence as well as you? Rather than wasting time in silence, restate your offer. Don’t make suggestions; just repeat your terms. This maneuver forces the other person to respond, and more often than not, they respond with a concession.

Tactic #3: The Good Guy/Bad Guy Routine

This sleazy tactic is often used in movies, where two detectives are interrogating a person who’s just been arrested. One detective seems unreasonable and inflexible, while the other tries to make it look like he or she is on the suspect’s side. This tactic is designed to get you to make concessions without the other side making any in return.

If you find yourself in a good guy/bad guy situation, the best response is to ignore it. Recognize this game for what it is, but don’t play along and don’t allow the good guy to influence your decision. The best technique is to let your counterparts play their game, while you watch out for your own interests.

Tactic #4: Limited Authority

This tactic is a variation on the good guy/bad guy routine, but instead of two people working over you, the one person you’re dealing with tells you that he or she must approve any deals with an unseen higher authority. Sometimes, this higher authority exists, but other times your counterpart will create this figure to gain an edge in the negotiation process.

So just because your counterpart tells you, “It’s out of my hands,” don’t automatically assume the person is being honest. In this type of situation, two options exist: one, ask to deal directly with this so-called higher authority; or two, test the limits of your counterpart. You may find that although the other person has used this tactic to force you into backing down, if you keep at him or her, you may get what you want.

Tactic #5: The Red Herring

This technique comes from fox hunting competitions, where one team drags a dead fish across the fox’s path to distract the other team’s dogs. At the bargaining table, a red herring means one side brings up a minor point to distract the other side from the main issue. Effective and ethical negotiators generally agree that this tactic is the sleaziest of them all.

When your negotiation process is bogged down with a minor problem, and your counterpart insists on settling it before they’ll even talk about more important issues, then you are probably dealing with a red herring. In this case, use extreme caution, and suggest setting the issue aside temporarily to work out other details.

Tactic #6: The Trial Balloon

Trial balloons are questions designed to assess your negotiating counterpart’s position without giving any clues about your plans. For example, you may ask your counterpart, “Would you consider trying our services on a temporary basis?” or “Have you considered our other service plans?” Essentially, these types of questions put the ball in your counterpart’s court, and the nice part about them is they aren’t really offers. They allow you to gain information without making a commitment.

When you’re on the receiving end of a trial balloon question, you may feel compelled to answer it thoroughly. To maintain your edge, resist this temptation and counter with another question. For example, if someone asks, “Would you consider financing the house yourself?” respond, “Well, if I did, what would your offer be?”

Tactic #7: Low-Balling

Low-balling is the opposite of the trial balloon. Instead of tempting you to make the first offer, your counterpart will open the process with a fantastic offer. Then after you agree, they start hitting you with additional necessities.

For example, say you see an ad for a product priced lower than other stores. But then after you agree to buy, the sales representative uncovers the hidden costs, such as shipping or installation. In the end you probably pay more than you would have at another store listing a higher price on the product. To avoid falling victim to this tactic, ask your counterpart about additional costs before agreeing to any deal.

Tactic #8: The Bait-and-Switch

Similar to low-balling, the bait-and-switch tactic should be avoided. Your counterpart may try to attract your interests with one great offer, but then hook you with another mediocre one. This tactic will almost always burn you, unless you can recognize it. If your counterpart were really able to offer a genuinely good deal, they wouldn’t have to resort to bait-and-switch.

Tactic #9: Outrageous Behavior

Outrageous behavior can be categorized as any form of socially unacceptable conduct intended to force the other side to make a move, such as throwing a fit of anger or bursting into tears. As most people feel uncomfortable in these situations, they may reduce their negotiating terms just to avoid them.

However, the most effective response to outrageous behavior is none at all. Just wait for the fit to die down before reacting, because emotional negotiations can result in disaster.

Tactic #10: The Written Word

When terms of a deal are written out, they often seem non-negotiable. For example, when was the last time you negotiated a lease, or a loan, or even a service contract that was typed up in advance in an official-looking document? You probably assumed these deals were non-negotiable, and for some reason most people make the same mistake of accepting terms that appear in writing.

The best defense against this tactic is simply to question everything, whether it appears in writing or not. You’ll inevitably run into some standard, non-negotiable documents, but it never hurts to ask questions. You may be surprised how many contracts actually are negotiable when challenged.

Better Negotiations in the Future

People have used these ten negotiation tactics for years, but that doesn’t mean they are always fair. So before you rush into your next negotiation situation, make yourself aware of these tactics and how they affect the process. When you learn the uses and defenses of these negotiation techniques, you can reach more mutually beneficial agreements and win more sales on better terms.


Why Do You Need Custom Display Boxes For Presentation

Custom-printed display packaging directly increases the visual aesthetics of the product. Apart from giving a splash of beauty, it is a feasible way of brand marketing. The best part is, it suits every kind of business. The versatility these boxes offer is unbelievable. For those who think it is an expensive option, you are mistaken. IT IS ONE BUDGET-FRIENDLY SOLUTION! Besides, when you have the liberty to customize it accordingly, why waste money on dull and straightforward boxes?!

OXO Packaging provides you with the best solutions, meeting all of your business and personal needs without breaking your bank. We can be your packaging partner to serve you with the best quality services and excellent customization options.

Designed to offer plentiful benefits, here are a few highlighted reasons that explain WHY you should be using custom display boxes for a charismatic display appeal.

A Money-Saving Marketing Tool

With personalized display boxes, you will be able to save money easily. Being an affordable solution, even small business owners can use them to their advantage. It presents your product in either cardboard or paperboard; both are economical yet durable materials. It means you will not be able to save money only, but also get premium quality.

If you place your ore for custom display boxes wholesale with OXO Packaging, you will be able to avail yourself of more discounts.

Enhances Sales with Effective Branding

Having a customized display packaging imprinted with your logo, name, product description, and visuals helps increase your sale value. For instance, the CBD industry is rapidly expanding. Your CBD display boxes with the touch of personalization will let people memorize your brand effortlessly. Placed on the counters, buyers will assuredly notice the exceptional display, urging them to buy.

Incredible Versatility

Custom boxes give you a chance to be creative, artistic, and innovative with your product. It is a versatile product customized in any shape, size, design, and pattern. It provides brands with several display options as per the product requirements.

With OXO Packaging, you can have them made in a circle, elongated, square, or triangle. You can choose Kraft, cardboard, or paperboard material. You can have the box in bold or subtle colors, minimalistic or loud patterns, etc.

Time to Provide Important Information

Custom display boxes give you enough space to write all the essential details. You will have enough room for messages, guidelines, and instructions, no matter the size and design. You can use all sides to provide product information. Try using bold but understandable fonts and styles so customers can read.

Provides a more professional look

Displaying your products in custom-designed display boxes will deliver a more specialized look to your company. The use of plain or standard boxes is only a waste of money. Make sure that clients should consider your brand as high-end by just looking and touching the packaging. Customizing the boxes will give you an extra edge letting the customers choose you no matter how challenging the competition is.

Top Five Wedding Present Ideas

It’s never simple to know what people will prefer or appreciate as a wedding present. How do you find unique wedding gifts? Or how will you find personalized wedding gifts for a couple? Are there particular times that you should go off the registry for getting people something better or different? And what might the expectations for groomsmen gifts and bridesmaid gifts be? Listed below are some great wedding present ideas which the bride and groom will genuinely like-organized into five useful ideas.

The Experience Gift

The wedding present idea here is to find them an item that they’ll enjoy and carry along with them beyond the utilization of the item itself. These usually turn out to be unique wedding gifts. Some examples include pitching in to buy them an upgrade on their wedding-night room, for the purpose of making sure it is extra plush, or sweetening their honeymoon experience. To upgrade their room, you’ll probably want to check with the bride’s mother or maid-of-honor (or whoever might understand these particular arrangements) to guarantee you put in for this before they sign their reservation. This definitely requires planning ahead of time! The same applies for sweeting their honeymoon experience. You might try to discover where they’re going and attempt to buy them a dinner while there, or a show, or maybe even pay to upgrade their airplane flight (which can be done rather last minute).

There’s scientific support for going this route. Psychologists, behavioral economists and philosophers studying what makes people happy have realized that because our brains encode memories selectively, we tend to remember favorable activities well. If you upgrade someone’s honeymoon, they’re more likely to remember it. Even if one of the couple got sea-sick on the cruise, that a part of the memory will more than likely fade (yea, really), and they’ll recall that you bought them an extra-special dinner.

The Expensive Item On The Registry

Depending on the group of people joining a wedding (are lots of rich people attending?), the expensive item or perhaps couple of expensive items, tend to be more of a wish-list-a wouldn’t it be nice if we got that? kind of item. So the wedding favor idea here should be to actually cobble together people’s funds to make the couple’s dream come true! They probably won’t receive the gift any other way, which means that this will blow them away!

Just make sure that if it’s a multi-gift item, like an expensive table-wear set, that you get them the entire set. This last bit is personal for both of us here. When we got married, people more or less completed our daily ware (yay!), but we had only three complete finer wear sets… It happens that a lot of our friends did arrange to get those and hoped that other people would pitch in, and that just didn’t happen. (On the up side: we did gradually complete the set over the next 36 months).

The Memory Gift

Of the suggestions for wedding favors, this is one of the best! It is a little like the experience gift, namely to acquire for them something they will look at a decade from now and say “Hey, remember that Ryan gave us that?” Some examples include towels (doesn’t everyone put that on their registry?), embroidered cloth, or engraved goods like glasses, watches, silverware, etc. Handmade or DIY (do-it-yourself) items also fall into this category, especially if they have some form of engraving or inscription upon them. You could also try the “time capsule” idea. For example, you might get them a nice bottle of wine with instructions to open it on their tenth anniversary.

Can I Give Cash?

The down sides for this wedding present idea are that it might seem not not-from-the heart or uncreative. The plus side: the couple can actually do what they need by using it. After receiving a mini heart-shaped waffle iron for a gift, we are able to say with quite a bit of confidence that we’d prefer cash. The important point to take into account here is that it’s rude to ask for cash, but it is not rude to be given it. Any newly married couple can use a bit more cash for moving expenses, a honeymoon, or possibly just a nice dinner together. If you’re pressed for time, or you just don’t know of a superior gift, cash is always welcome. And this is one of those cases where going off the registry for a wedding gift will be appreciated.

The Service Gift

The wedding present idea here is to find the couple a service they really want as opposed to a specific product for their unique gift. We mean services like housekeeping services, pre-paid car washes, yard work, car oil-changes, pre-paid dry-cleaning, etc. The crucial step to doing this right is knowing the couple well enough to be familiar with the sorts of services (1) they need and (2) that they are not likely to do themselves. All the points listed above are items that we would like taken care of ourselves: neither of us like raking leaves, vacuuming, washing the car (we are now living in NY so it’s usually cold), ironing dress shirts, getting underneath a car and looking to prevent oil getting everywhere, etc. We do have an uncle, however, who really likes changing his personal car’s oil-or at least he appears to like it-so probably a bad gift idea would be to offer that service for him. You understand the point.

Also, it may be tricky providing people with services that could be what you do for your individual business or job. If it’s something they will really use, it might be worth looking at, but don’t forget that you should avoid making it seem like you were just being cheap for the gift, and you need to be sure to keep friendship and business relations relatively split in that type of experience.