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Negotiation Tactics: You Could Do More Than That
This tactic confuses the seller, usually to the advantage of the buyer.
Participation Tactics
This tactic starts from the premise that it is possible and assumes that everything is possible. A good question asked in a negotiation that usually gives you the desired result is this: how easy would it be to?; The technique uses the power of the presupposition and starts from the premise that something is more or less easy, completely removed from the calculation of the “impossible” variant.
The tactic of silence
Silence is marked semiotically depending on temperament, ethnicity, etc. Negotiators are more or less inclined to remain silent. In general, silence is felt like an embarrassing situation, which pushes people to talk at any cost, sometimes even more than they should. In any discussion, a balance must be considered between the length of each partner’s remarks.
Patience to wait for the partner’s reactions to the statements, proposals, own offers, inhibition of the desire to speak is essential for the success of the negotiation. The golden rule of negotiation is to never take the floor when you can keep quiet.
