Top ten negotiating tactics

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. 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.
Tactic #5: The Red Herring: This technique comes from fox hunting competitions. 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.
Tactic #6: The Trial Balloon: Trial balloons are questions designed to assess your negotiating counterpart’s position without giving any clues about your plans. When you’re on the receiving end of a trial balloon question, you may feel compelled to answer it thoroughly.
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. 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.
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. 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. 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.
Tactic #1: The Wince: The wince can be explained as any overt negative reaction to someone’s offer. This tactic tells your counterpart that you know your limits, which isn’t underhanded 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.
Tactic #3: The Good Guy/Bad Guy Routine: 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. 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.

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