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Be aware of common negotiation tactics and pitfalls from "summary" of Bargaining for Advantage by G. Richard Shell
One of the keys to successful negotiation is being mindful of the various tactics and traps that can arise during the process. By understanding the common strategies that people may employ, you can better prepare yourself to navigate through them effectively. One common tactic is the use of "anchoring," where one party sets a starting point for the negotiation that may influence the final outcome. It's important to be aware of this tactic and not be swayed by the initial offer or demand presented to you. Another common pitfall is falling prey to the "winner's curse," where one party may feel they have won in the negotiation but later realize they could have achieved a better outcome. This can happen when one party is too focused on "winning" rather than finding a mutually beneficial solution. Additionally, it's important to watch out for the "good cop, bad cop" routine, where one party plays the role of the tough negotiator while the other appears more sympathetic. This can be a ploy to manipulate your emotions and push you towards a certain outcome. Furthermore, be cautious of the "red herring" tactic, where irrelevant issues are introduced to distract you from the main point of contention. Stay focused on your goals and don't let yourself be sidetracked by irrelevant details.- Being aware of these common negotiation tactics and pitfalls can help you approach negotiations with a clearer mindset and a better understanding of how to navigate through potential obstacles. By staying vigilant and prepared, you can increase your chances of achieving a successful outcome in any negotiation scenario.
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