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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. 

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

How to Negotiate Successfully:  Hope Tactics (Part 3)

Posted by Andrew PIHF on Apr 20, 2017 12:38:52 PM

Part 3:  Hope Tactics

You say HOPE, he says GREED.  Either way, there’s some real optimism in the air.  Hope tactics point the conversation towards the most positive, top-line-growin’ scenarios imaginable.  If you’re selling hope, then you want to keep your approach happy, big-picture, and super-confident. 

Power makes him think he has no alternatives – fear makes him feel that all his alternatives are worse.  Appropriate use of hope tactics makes him think that he’s lucky to have you.  There’s a fortune on the other side of that wall, and you are the guy to navigate and open doors for him. 

Intent

Hope-Greed tactics are usually intended to focus the negotiation on variables that will increase the size of the total deal and/or the counterparty’s profits.  If you are fortunate, these tactics may get him to reveal his optimistic goal and collaborate with you to make it happen.  Less positive but still useful is when they push back to tell you what can go wrong – in other words, what they’re afraid of.

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Topics: Tactics, how to negotiate, PIHF, 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?

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

How to Negotiate Successfully:  Power or Influence? (Part 1)

Posted by Andrew PIHF on Mar 25, 2017 12:59:07 AM

Every student or client I have ever trained to negotiate has one simple question floating around in his or her head – how do I WIN?   From the sharkiest competitor to the most cooperative collaborator, everyone wants to get something out of a negotiation.  

The answer is simple. You win by exerting either power or influence. Unforunately, in this case simple doesn’t mean EASY, it means NOT COMPLICATED.

Power: When you have at least one attractive alternative to this counterparty, and don’t care about the relationship.

 Influence: When you have limited alternatives and/or value the relationship.

(Spoiler alert – if you are reading this then you – like the vast majority of negotiators – are relying on influence.) FlashMBA's Negotiators Toolkit

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Topics: Tactics, how to negotiate, Power, PIHF, Influence, negotiating tactics

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