- Test any suspect information.
- Be wary of information that was acquired too easily
- Realize that trial balloons and rumors are a way to confuse you and to weaken your resolve
- Understand that grapevine information can be used as a way to communicate indirectly
Tag archive: trial-balloons
Dealing with Trial Balloons and Information Leaks
Not every negotiator is ethical and upfront. At times, some businesses (and governments or organizations) try to influence the outcome of a negotiation by issuing erroneous information or rumors.
Trial balloons are used most frequently by politicians who leak a rumored policy change to gauge public reaction. Essentially, it is a way of testing the waters.
In negotiation, some people use trial ballo0ns, rumors and price drops as a way of sending messages to the other party. This method of “grapevine” communications provides a way to save face without losing any bargaining leverage.
What do you do with information you hear through the grapevine?
Negotiators must be on guard against the rumor mill, false information leaks and trial balloons—understanding that these may be used as tactics. Here are a few counter tactics:
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Negotiating Tactics: Techniques
In our last post, we discussed maneuvers. This post is dedicated to techniques. Techniques are mechanisms that help you reach your goals. It is important to remember that neither maneuvers nor techniques are strategies. They are tactics to support your strategies. When well conceived and used appropriately, techniques will bring you added power in your negotiation.
Below is a table from The Negotiating Game, by Chester L. Karrass that lists a number of techniques:
1. Agenda
2. Secrecy Measures
3. Questions
4. Nonverbal Communication
5. Statements
6. Media Choices
7. Concessions
8. Listening
9. Commitments
10. Caucus
11. Moves
12. Formal and Informal Memorandum
13. Threats
14. Informal Discussion
15. Promises
16. Trial balloons and leaks
17. Recess
18. Hostility Relievers
19. Delay
20. Temporary Intermediaries
21. Deadlock
22. Location of Negotiation
23. Focal Points
24. Technique of time
25. Standards
Because of the quantity of techniques available, we will only discuss the first one: agenda.
Agendas are more commonly associated with diplomatic negotiations than with business negotiations. Agendas help to shape the negotiation, listing specifically what issues will be covered and their relative importance. Using agendas can keep negotiations on track.
Obviously, at the heart of using an agenda as a technique is the selection and placement of issues. You may have to bargain with the other side about which problems to introduce into the agenda, and what priority to assign to them. Dr. Karrass says this: “Because problem-solving depends on open discussion and value-sharing, the agenda should also consider whether problems should be solved at a different place and time...”
As you can see, using an agenda allows you to bargain about and prioritize your negotiation issues. It is a valuable tool to define and thus accomplish your goals.
Which technique do you favor? Tell us in the comments.
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