FlashMBA.com: The Evolution of Professional Skills Training

How to Negotiate Successfully: Fear Tactics (Part 4)

Posted by Andrew Hupert on May 25, 2017 2:32:19 PM

Negotiators who can’t use pure Power to force their terms on the other side have to rely on Influence – which means pressing his Hope and Fear buttons.  In the last article we looked at Hope.  Now it’s time to look at Fear - the pressure people feel when they face risk and possibility of loss.   

Fear tactics are all about the emotional trigger, and the basis of all emotional triggers is Take It Or Leave It (TIOLI) and the Walk Away.  The thing to remember about Fear tactics is that they are designed to influence – so there is a bit of a Bluff here.  If you really have the ability and intention of following through with your threats, then it is Power.  Fear indicates you want to maintain some kind of relationship or post-deal service. 

Use the Fear button when you are dealing with a counter-party who is constrained by internal pressures.  He’s afraid of telling a boss he came home without a contract – or worse, that he lost the relationship with a strategic partner.  Fear works best when the other side has a low BATNA and will be blamed by internal stakeholders for failure.   Fear tactics are designed to amplify his stress – you are making his “no-deal” option seem even bleaker, and his relationship with your organization even more tenuous.

 There are 2 big categories of Fear tactics:  loss of this deal, and loss of this relationship. 

FlashMBA's Negotiators Toolkit

Read More

Topics: Tactics, how to negotiate, Power, PIHF, Fear, Hope

How to Negotiate Successfully:  Power or Influence (Part 2)

Posted by Andrew PIHF on Apr 6, 2017 2:26:31 AM

Part 2:  Influence – Hope or Fear?

If you have better alternatives than your counterparty and really don’t see any value in building a long-term relationship, then you are in a good position to use POWER TACTICS.  The only downside here is that if you do it right, then the guy across the table will try to replace or go around you the first chance he gets.  That’s ok with you, though.  That’s what the power play is all about:  leveraging your advantage and maximizing the value of this transaction. Most of the time, however, you are an influencer.  Either you need the relationship or you don't have the power to force the terms of a transaction.  What's next?

FlashMBA's Negotiators Toolkit

Read More

Topics: Tactics, how to negotiate, PIHF, Fear, Hope, Influence

Something Powerful

Tell The Reader More

The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.

Remember:

  • Bullets are great
  • For spelling out benefits and
  • Turning visitors into leads.

Subscribe to Email Updates

FlashMBA 

Professional skills training delivered in a fast, flash-card format.

Online classes, slideshows, videos and articles focusing on soft-skills.

  • Negotiation
  • Communication
  • Leadership
  • Problem-solving

Manage your skills training like you manage your career.

FlashMBA presents: Introduction to Negotiation - Prep & Planning: FlashMBA GOBLINS Guide to Negotiation

Subscribe to Email Updates

FlashMBA's Negotiators Toolkit

Recent Posts

Recent Posts

Posts by Topic

see all
Join the Managing Millennials Newletter

ChinaSolved: Business Solutions for International Negotiators

Share FlashMBA Articles

     

Follow Flash