What Is 'Slicing the Salami' in Negotiation? In negotiation, the most dangerous concessions are often the ones that seem too small to matter. That’s the essence of “slicing the salami,” a classic tactic where one side gradually extracts multiple small concessions—each seemingly insignificant on its own—until the cumulative effect...
What Does “What's Your Best Price” Mean? In every negotiation, the question often comes early: “What’s your best price?” For sellers, this can feel like a trap; for buyers, it’s a strategy. It’s a question that holds weight—sometimes used to apply pressure, sometimes to test boundaries, and other times...
How to Overcome the Phony Acceptance Stall Tactic in Real Estate Negotiations In the world of negotiation, few tactics are as emotionally manipulative—and ethically questionable—as the Phony Acceptance Stall Tactic. Most often encountered in real estate transactions, this tactic preys on a buyer’s hope and emotional investment by pretending...
Mastering the Krunch and Nibble Negotiation Tactics Negotiation isn’t a simple back-and-forth over price—it’s a carefully planned, multi-dimensional process where psychology, preparation, and strategy come together. For decades, skilled negotiators have relied on certain tried-and-true tactics to shape conversations and outcomes in their favor. Among the most widely used—and...
Mastering the Considered Response in Negotiation Negotiation is not a battle but a process—one that rewards preparation, patience, and discipline. Among the most valuable yet underutilized tools a negotiator can wield is the considered response. Instead of reacting with a hasty 'yes' or 'no', the best negotiators pause, think...
Understanding The Differences Between Distributive vs Integrative Negotiation Success in negotiation begins with understanding what kind of negotiation you’re actually engaged in. At its core, all negotiation is about finding and distributing value—but too often, people accept the surface-level options without questioning what else might be possible. Your goal as...
The Iceberg Theory in Negotiation: Understanding Hidden Motivators Negotiation motivators is a term to describe what makes people want to negotiate. One way to apply this is through a theory of negotiation called the "Iceberg Theory." It is obvious that people want money, goods, and services, but this theory...
The Fait Accompli Negotiation Strategy: Meaning, Examples & More What Is a Fait Accompli? A fait accompli—translated from French as “accomplished fact”—is a strategic move in negotiation where one party takes an action without consent or prior discussion, then presents it as irreversible. This tactic forces the other party to...
Understanding the Authority to Negotiate & the Limited Authority Negotiation Tactic Authority is important in business negotiations. After all, when you are negotiating a deal, you want to be dealing with someone who is able to see the deal through. If not, the agreement may not be enforced or...
Everything You Need to Know About Concessions in Negotiation In most negotiations, both sides move from their original positions. It is wise to leave yourself "negotiating space" when you make your initial offer. Each side to a negotiation usually compromises by making some concessions to reach agreement. Careful concessions help...
What Is Bargaining Power? Bargaining power in negotiations refers to the ability of one party to influence or control the terms and outcomes of a negotiation. It stems from having resources, information, or alternatives that the other party values. In business, as in life, power is not fixed—it’s fluid....
Never Splitting the Difference: What it Means in the Context of Negotiating Splitting the difference is a phrase we hear often, not just in business, but in everyday life. It sounds practical and fair—why not just meet in the middle and move on? But in negotiation, the decision to...
How to Break an Impasse in Negotiations As this is being written, the United States debt ceiling negotiations are still at an impasse. Impasses like these are common in complex negotiations—and they’re not necessarily the end of the road. In fact, many successful deals happen after both parties have...
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