When negotiating, it is often necessary to compromise to reach a consensus. Some negotiators use hard-bargaining tactics to pressure you into accepting compromise. These strategies are difficult to spot because they can take on subtle shapes like a sniff. This tactic is useful in high-stakes negotiation situations where the other side feels they have to « win » to maintain their position.
The slippery slope tactic involves the introduction of bad news or difficulties into the negotiation in tiny slices. This can increase the intensity of the discussions until they become unworkable. This tactic can be a sign that the other party is under pressure and attempting to create impatience to close the deal.
This tactic uses psychological tricks to make a person feel uneasy and unprepared. For instance, they may present a topic that is not on your agenda, and suggest that you’re not well-informed about it. This could include presenting a document that is not authenticated to support their claim.
This strategy is particularly beneficial if your body is stressed or tired due to travel, jet-lag or stress. Inducing you to feel exhausted, they could make you more willing to give up on other aspects of the deal. This tactic is used often in high-stakes negotiations, where the other party is under pressure to get the best deal. If you suspect that the other side is employing this tactic, attempt to negotiate each point separately from the previous one.