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Negotiation Tactics: Positive Association Tactics
Most events in our lives are associated with positive, negative, or neutral feelings.
Tactics — receive — yes
A negotiator is always interested in receiving first and then giving something. He will make a small concession after his opponents have made a small concession. He will make a big concession after receiving a big one and will look for information before giving it. He seeks to receive the offer of others before making his own.
Such a tactic, used by experienced negotiators, can have positive short-term business advantages and will be able to gain ground during the negotiation. In the long run, however, the disadvantage is that it introduces the risk of delays and reaching dead spots, in which neither party wants to give something before receiving it.
Red and black tactics
In essence, this negotiation technique is very simple but very effective. It is more of a tip and trick usually applied by sales agents to complete the sale. This technique is also known in NLP as a “false choice.” The questions are constructed differently, suggesting an alternative.
Basically, instead of asking someone if they like red, if they go to the park, etc…
