Introduction

Effective negotiation is an art. It’s not just about numbers and clauses but also understanding the subtleties of language and tactics. Let’s explore some of the common strategies in negotiations and familiarise ourselves with essential vocabulary.

The Art of Negotiation

Common Tactics

  1. The Lowball: Offering an intentionally low number to set the expectation low. However, if you’re on the receiving end, don’t abandon the discussion immediately. Instead, recognize the tactic for what it is and steer the conversation back to reasonable terms.
  2. Good Cop, Bad Cop: A psychological game where one negotiator appears tough, and the other appears more understanding. If you find yourself in this situation, it’s worth calling it out to get everyone back to genuine discussions.
  3. Delaying Tactics: Dragging on the negotiation can be a ploy, especially if one party senses the other’s urgency. Always be ready to highlight the benefits of closure and reaching an agreement promptly.
  4. The Nuclear Button: This is a tactic where the negotiating party threatens to terminate the entire deal over minor disputes. Always be ready to stand your ground, but also consider the bigger picture.

Key Vocabulary

In the world of negotiation, certain terms and phrases are frequently used. Let’s delve into some of these key terms.

Calling it Out

In British English, “calling it out” typically means to publicly or openly criticize or denounce something deemed wrong or unjust. It often involves addressing behaviour against societal norms.

Abandon

Originating from late Middle English, this word means to give up completely or cease to support. For example, “She decided to abandon the project after numerous setbacks.”

Bluff

Coming from the Dutch ‘bluffen’, this term has several meanings. As a verb, it refers to attempting to deceive someone about one’s intentions or abilities. As a noun, it signifies a deceptive move. And as an adjective, it describes someone being direct in speech or behavior but in a good-natured way.

Closure

Derived from late Middle English, it represents the act or process of closing something. For instance, “The company announced the closure of its main factory.”

Leverage

This term refers to the exertion of force or influence to get something done. It can also indicate using something to maximum advantage, such as “He leveraged his network to find new clients.”

Earnestly

To act “earnestly” is to do something with sincere and serious intent, reflecting a strong commitment.

Laying Down

In British English, the phrase ‘laying down’ typically means to recline or rest in a horizontal position.

Expedite

Originating from the late 15th century, this verb means to speed up an action or process. For instance, “The company expedited the delivery after the customer’s request.”

Worth Nothing Negotiations

This phrase implies that the item or topic under discussion has little or no value.

Conclusion

Understanding the nuances of language can significantly expedite negotiations. While hardball tactics might sometimes be employed, always remember to approach discussions earnestly and aim for a win-win scenario. Negotiation isn’t just about getting what you want but ensuring both parties leave the table satisfied.