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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. 


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.

FlashMBA's Negotiators Toolkit

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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?

FlashMBA's Negotiators Toolkit

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

Tactical Tuesday: Good Friends (aka: Besties)

Posted by Andrew Hupert on Mar 29, 2017 2:54:04 AM

Good Friends

AKA: Besties, BFFs, Let's do lunch

Some deals are enhanced when you can build a cordial, professional relationship, and one of the best ways to do that is to get your counterparty out of the office and into neutral territory. Friendly is great, as long as it helps you. That means doing the analysis first, and then taking the lead on process issues, like picking the setting and engineering the terms of the new relationship.   At the end of the day, however, you have to make sure that the time and effort you put in is justified with specific gains.

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Topics: Tactical Tuesday, Tactics, how to negotiate, relationship building

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

Tactical Tuesday: Whose Problem is it?

Posted by Andrew Hupert on Feb 21, 2017 4:16:56 PM

 Whose Problem is it?

AKA: Rescue me.

Description: Intentionally placing yourself in a weak (or clueless) position in order to induce the other side to make a concession, solve a problem, bring in new resources, or use his network.   Often triggered by the line, “what are we going to do?”   The next person to talk owns the issue. Warning to- SPITRs: This move is your kryptonite.  

Related: This is the response to a technical SPITR. Related to Silence, Wait at the Altar.

Intent: Acquire technology or know-how, evade responsibility, or obtain free consulting services. Can also build relationships.

Style: Looks Accommodative, and it can be. But can also be Avoiding and Competitive. If both sides are contributing to the solution, it is Collaborative.

 Counters: If you want to work with this counter-party, then solve the problem or take the lead, but get paid for it. If you don’t – this is an excellent walk-away trigger.

FlashMBA's Negotiators Toolkit 

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Topics: L&D, Negotiation, Tactical Tuesday, Tactics

Tactical Tuesday:  The SPITR (Smartest Person In The Room)

Posted by Andrew Hupert on Feb 7, 2017 11:16:33 AM

Name:   The SPITR tactic.

When you absolutely,
have to be the
Smartest Person In The Room.

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Topics: millennial professionals, Negotiating strategy, Negotiation, Tactical Tuesday, Tactics, negotiating tactics

Tactical Tuesday: Imaginary Numbers

Posted by Andrew Hupert on Jan 31, 2017 4:33:23 PM

Name: Imaginary numbers.

Aka: Funny Money, Top Down Analysis


An over simplistic – and usually false – idea that if a large number of people bought a product or paid a fee then the deal in question would be incredibly valuable. “If everyone with an iPhone pays us $0.99 for this app,we'll all get rich.”  

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Topics: Tactical Tuesday, Tactics, Imaginary Numbers

Tactical Tuesday:  Reciprocity (You Scratch My Back...)

Posted by Andrew Hupert on Jan 18, 2017 10:44:00 AM
Reciprocity – You Scratch My Back – is so integral to the negotiating practice that many people overlook it as a tactic. You shouldn’t. It’s not a neutral process – you can turn it to your advantage and defend against dangerous ploys. 


Name: Reciprocity

AKA: You Scratch My Back, Give and Take

Intent: One side makes a concession to pressure the other side to make a corresponding compromise.

Style: Should be Coll
aborative or Compromising – but sometimes can be quite Competitive. Also used by Accommodators – with limited success.

Counter: Offer a concession of your own of equal or lesser value. If you feel his concession was made in bad faith, you must call his bluff and demand a more significant move.

 Combinations: Reciprocity is useful in “log-rolling”  situations where you are trading concessions in different variables. Reciprocity is very important to relationship-builders.


Reciprocal concessions are at the heart of business negotiation.   Weak negotiators answer and react – but successful negotiators use concessions to take the lead. They use concessions to control the pace and timing, to guide the negotiation in the strategic direction they want to move, and to build significant relationships. The key is planning. If you use the GOBLINS system , then you have already mapped out your agenda, variables, and valuations before you open your mouth. When the time comes to start trading proposals, you know how and when you will make concessions. Skill use of reciprocity is one of the only methods to force Avoiders to engage.


The keys to use of reciprocity as a tactic are:


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Topics: Tactical Tuesday, Tactics

Tactics Tuesday: 6 of One, Half a Dozen of the Other

Posted by Andrew on Jan 10, 2017 8:30:35 AM

Name: 6 of One, Half a Dozen of the Other

AKA: Pick One.

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Topics: 6 of 1, Negotiation, Millennial, Six of One, Tactical Tuesday, Tactics

Tactical Tuesday: After You (Wait at the Altar)

Posted by Andrew Hupert on Jan 3, 2017 9:57:37 AM

AKA: Wait at the Altar

You make / force your counter-party to make the first offer. The disadvantage is that he now has the opportunity to anchor  the discussion around his high value opening position. The advantage is that you now have his opening position on which to base your negotiation. You are getting information, but not without cost. Once he anchors the tendency is for you to accept his proposal as the benchmark. You are giving up power.

Intent: Gain information; force him to commit to a value range.

Strategic Planning for Negotiators:  Mind the Gap

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Topics: anchor, Negotiation, Tactical Tuesday, Tactics, Wait at the Altar, negotiation plan

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