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(. (CHAPTER 8: What If They Use Dirty Tricks ?)) - Coggle Diagram
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CHAPTER 8: What If They Use Dirty Tricks ?
What if the opponent plays dirty ?
ex
They deceive you
they escalate their demands just when you are on the verge of agreement
Use of Tricky Bargaining
tactics and tricks people can use to try to take advantage of you :books:
lies
psychological abuse
pressure tactics
can be illegal/unethical :male-judge::skin-tone-3:
how to react ? :question:
Accept it
it is most people's decision
hope the other side won't ask for more
most often, it doesn't :-1::skin-tone-3:
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sometimes it works :+1::skin-tone-2:
respond the same way
2 possible scenarios
one party yields
the negotiation breaks off :broken_heart:
those tactics fail the test of reciprocity :left_right_arrow::red_cross:
to be effective, the other side shouldn't know them
How do you negotiate about the rules of the game ?
when they're using tricky tactics
3 steps for you:
:two: raise the issue explicitly and question the tactic’s legitimacy and desirability
makes it less effective
makes them stop using it
:three: negotiate over it
focuses on procedure instead of substance
same goal than before
produce a wise agreement
over the procedure
the method remains the same
chapters of the books
"Separate the people from the problem"
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"Focus on interests, not positions"
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"Invent options for mutual gain"
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"Insist on using objective criteria"
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if nothing works
turn to your BATNA and walk out
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:one: recognize the tactic
You have to know what is going on to be able to do something about it.
recognizing a tactic can neutralize it :gun:
3 categories of common tricky tactics
:one: Deliberate deception
this is the most common
Phony facts
solution: Disentangle the people from the problem
make the negotiation proceed independent of trust
Ambiguous authority
“second bite at the apple" :apple:
:books: they still need approval of their concessions/conditions
solution: find out about their authority
just ask
if ambiguous
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if not
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Dubious intentions
if they don't seem trust worthy about their part
add conditions to still "win" if they don't respect the agreement :trophy:
example
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Less than full disclosure is not the same as deception
good negotiation doesn't require total disclosure
some things shouldn't be said
to ensure a competitive advantage
to protect sensitive business data
can use a trustworthy third party if necessary
:two: Psychological warfare
goal
make you fell uncomfortable
subconscious desire to end the negotiation as soon as possible :fast_forward:
some tactics
Stressful situations
the environment is very important
if they choose
contrary to accepted wisdom:
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be aware of the choice :warning:
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if you feel uncomfortable
say it and propose smth else
Personal attacks
use verbal and nonverbal communication to make you feel uncomfortable
for example, they can
comment on your appearance
attack your status
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imply that you are ignorant
refuse to listen to you and make you repeat yourself
refuse to make eye contact with you 👨🏻🦯
The good-guy/bad-guy routine
also involves deception
soft officer says he’d like to control the tough officer, but he can’t unless the suspect cooperates
the suspect tells everything he knows
example in negociation
bad guy DEMANDS 80 000$ for the business
good guy calls his colleague unreasonable and ASKS for 76 000$ instead
you think they made a concession
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Threats
easier to make than an offer
can do the opposite of what it is intended to do
can lead to counter threats
destroys relationship :broken_heart:
breaks off negotiation :explode:
decision more difficult instead of easier
good negotiators don't use them
instead use warnings
more legitimate and not vulnerable to counterthreats
to be effective
must be credibly communicated :speaking_head_in_silhouette:
if not
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:three: Positional pressure tactics
goal
structure the situation
only one side can effectively make concessions
Refusal to negotiate
what can you do :question:
:one: recognize the tactic
:two: talk about their refusal to negotiate
find out their interests in not negotiating
suggest options
use of third party
sending letters
private individuals like journalists to discuss the issues
:three: insist on using principles
"Is this the way you would want me to play ?"
Extreme demands
goal
lower your expectations
gives a better end result
if the parties end up splitting the difference
sometimes undermines credibility :red_cross:
may kill the deal
Escalating demands
goal
decreasing the overall concession
psychological effect of making you want to agree quickly before he raises any more of his demands
what :question:
negotiator raises one of his demands for every concession he makes on another
if you recognize it
bring it up
anyone interested in settlement will be more serious
Lock-in tactics
Thomas Schelling’s example
two dynamite trucks barreling toward each other on a single-lane road :bomb:
which truck goes off the road to avoid an accident ?
one driver pulls off his steering wheel and throws it out the window
other driver has a choice between an explosive crash or driving his truck off the road into a ditch
Example of Golden Balls: prisoner dilemma
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"strengthen your bargaining position by weakening your control over the situation"
what can you do :question:
interpret the commitment as to weaken it
show you don't take the lock-in seriously
resist lock-ins on principle
avoid making the commitment a central question
Deemphasize it
other side backs down more gracefully
Hardhearted partner
"I agree. But my boss absolutely refuses to hear of it”
solution
get his agreement to the principle involved
then ask to speak directly with the “hardhearted partner”
recognize the tactic
A calculated delay
:books: trying to postpone coming to a decision until a time they think favorable
solution
In addition to bringing it up
create a fading opportunity for the other side
Look for objective conditions that can be used to establish credible deadlines
“Take it or leave it”
efficient method of conducting business
but not negotiation
solution
instead of recognize and negotiate
ignore it
if you bring it up
let them know what they have to lose if no agreement is reached
look for a face-saving way for them to get out of the situation
Don't be a victim
be prepared to fight tricky bargaining tactics :fist-2::skin-tone-3: :explode:
you can even ask the rules of the game (negotiation) before
be even more prepared
"It is easier to defend principle than an illegitimate tactic"
before using these tactics
ask yourself questions :question:
would i use it with a friend or family ?
if in the media, would I be embarrassed ?
such conduct is more appropriate for a hero 🦸🏻♂️ or a villain 🦹🏻♂️ ?
Illustrations
Illustration 1 : Market spree negotiation
Bibref
Author
Collin
Channel on youtube
https://www.youtube.com/@CollinAbroadcast/videos
Website
https://abroadcast.com/
Title of the channel on Youtube
Collin Abroadcast
Description
Colin travels globally to haggle in markets, negotiating prices to uncover the true cost of products.
Video
https://youtu.be/pzR35RltMVQ?si=p5cVBPjIy9Pas3jR&t=769
12:25 - 17:00
Analysis
Use of Tricky Bargaining
by seller
positional pressure tactic
used by the seller
Extreme Demands
The Indian seller initially setting a very high price on product for the non-local buyer
Since the guy is non-local buyer, the seller knows that he can have an advantage on him
The buyer
Recognition and Neutralization of Tactic
The buyer, aware that he is being quoted an inflated price, counters with a lower, more standard offer.
This shows his recognition of the extreme demand tactic and his attempt to neutralize it, by establishing a more moderate and realistic starting point for the discussion
Deliberate Deception
used by seller
The seller's claim that the product can be sold at a much higher price in Thailand could be a deliberate deception, meant to create a false sense of urgency or value for the buyer.
Positional pressure tactics
by seller at the end
Take it or leave it
Buyer
ignores it
and do not show himself neediness
It's intended to force the buyer into making a quick decision, ideally in the seller's favor, by presenting the offer as non-negotiable.
by showing a willingness to leave the negotiation, the buyer communicates that he has other options and is not desperate to make the purchase.
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The buyer counters the seller's
Tricky Bargaining tactics
and successfully negotiates the deal in their favor.
Illustration 2 :A Debate On Biology
Bibref
Author
Matt Walsh
Title
A Trans EMT Challenges Matt Walsh To A Debate On Biology
Description
https://www.youtube.com/watch?v=VvQiMC0mvGg&ab_channel=ForbesBreakingNews
Analysis
Deliberate deception
given by Trans about Biology
Trans refuse to accept the biology facts
Phony facts
Positional pressure
tactics by Trans by wanting to leave the debat
Trans wanted to leave the stage because he/she knew that he/she was losing
Refusal to negotiate
by Trans
Matt recognizes the tactic and know the truth
raise the issue explicitly and question about the statement
negotiate over it
Matt gave her/him an example of real life situation by putting her as example
Illustration 3 : Debate on gender identity and biology
Bibref
Ttile
The moment this transgender debate got heated
Author
CNN
Description
https://www.youtube.com/watch?v=YgQy70_LPS4&ab_channel=HLN
Analysis
The two parts give their arguments
Trans also give his point of views on gender by denying the biology
Ben give his argument about biology male and female
Ben arguments seems make Trans emotional and touches his/her feeling
Since Trans gets very angry, he/she plays dirty
use of
psychological warfare
he/she does a
Personal attacks
Trans threatened him, by saying that you will go home in an ambulance
Trans cannot convince Ben and He/she tried to use
psychological warfare
and
Threat
Illustration 4 : Market Spree
Bibref
Author
Collin
Channel on youtube
https://www.youtube.com/@CollinAbroadcast/videos
Website
https://abroadcast.com/
Title of the channel on Youtube
Collin Abroadcast
Description
https://www.tiktok.com/@collinabroadcast/video/7040234990319324417?_r=1&_t=8horjNIopSS
Anslysis
Use of Tricky Bargaining
by seller
positional pressure tactic
used by the seller
Extreme Demands
The seller initially setting a very high price on product for the non-local buyer
Since the guy is non-local buyer, the seller knows that he can have an advantage on him
The buyer
Recognition and Neutralization of Tactic
The buyer, aware that he is being quoted an inflated price, counters with a lower, more standard offer.
This shows his recognition of the extreme demand tactic and his attempt to neutralize it by setting a more reasonable anchor point for the negotiation.
Positional pressure tactics
by seller at the end
Take it or leave it
Buyer
ignores it
and do not show himself neediness
It's intended to force the buyer into making a quick decision, ideally in the seller's favor, by presenting the offer as non-negotiable.
put pressure on buyer to buy the product
The buyer counters the seller's
Tricky Bargaining tactics
and successfully negotiates the deal in their favor.
Psychological warfare
be seller
The seller gets emotional and she says some emotional words in order to manipulate the buyer
Illustration 5 : Chamberlain's negotiation with Hitler
Bibref
Title
Chamberlain and Hitler 1938
Author
nationalarchives
Source
https://www.nationalarchives.gov.uk/education/resources/chamberlain-and-hitler/
Description
In the late 1930s, Neville Chamberlain, then Prime Minister of the United Kingdom, engaged in a series of negotiations with Adolf Hitler
Initially, Chamberlain believed he had achieved success. After the Munich Agreement, he famously declared that he had secured "peace for our time." This agreement involved ceding the Sudetenland, a region of Czechoslovakia with a significant German-speaking population, to Germany.
The most notable of these was the Munich Agreement of 1938. Chamberlain's approach to these negotiations was heavily influenced by a desire to avoid another large-scale war, like World War I.
Chamberlain's concession was based on Hitler's assurance that this was his last territorial demand in Europe.
However, this approach backfired. Hitler's demands soon escalated beyond the Sudetenland, and he continued to annex other territories. Chamberlain's strategy of appeasement did not prevent further aggression; instead, it emboldened Hitler. Eventually, this led to the outbreak of World War II in 1939, when Germany invaded Poland.
https://www.youtube.com/watch?v=YmTx6ibbCW8&ab_channel=SimpleHistory
His strategy was one of appeasement, which meant making concessions to Hitler in the hope that this would satisfy his demands and maintain peace.
Analysis
Failure
Recognizing Tricky Tactics
Chamberlain initially failed to recognize Hitler's tricky tactics
Failing to Negotiate on Principles
Chamberlain's appeasement strategy did not involve negotiating on principled grounds.
territorial concessions to an aggressive power to avoid conflict.
he focused on making concessions to satisfy Hitler's immediate demands, fail to look after the importance of addressing the underlying principles
Chamberlain's negotiation lacked effective counter strategies to Hitler's
extremes demands
Lack of Effective Counter Strategies
This example emphasizes the importance of principled negotiation, which involves recognizing and explicitly addressing tricky tactics, questioning their legitimacy, and negotiating on the basis of principles rather than yielding to pressure or deception
Use of Tricky Bargaining
by Hitler
Misrepresentation of Intentions
Hitler consistently misrepresented his future intentions during negotiations
Hitler exploited the European desire for peace
making increasingly
aggressive demands
ceding the Sudetenland to Hitler
Escalating Demands
he wanted to all Czechoslovakians to leave the area