Much of the materials with the tag bfa comes from the Bargaining for Advantage book.
Lies about the bottom line and alternatives: Never believe them unless you have a good reason to.
Lowballing (too good to be true offers): This is not just for price.
Phony issues: They list 4-5 “vital” issues to them, and are aggressive on all. When near an impasse, they back down on some of the phony ones to make it seem like they are making concessions.
Fake authority ploys:
- They claim authority when they do not have it. Ask for proof of authority!
- They claim they do not have authority when they do. This is common with lawyers and brokers. Try to get directly to their clients.
- Dense contracts saying the boss insists on them and they have no choice. Verify the authority!
Overcommitment: They get you hooked by your making a commitment. Then at the last minute they add new terms knowing you are too tired to back out. Monitor your commitment throughout the process and get the other party committed as well!
Good guy/bad guy: Recognize, name, and refuse to go along with it.
Consistency Trap: Do not agree to a general standard or norm.
Reciprocity Ploys: People refuse to reciprocate or merely appear to reciprocate. Strategy: Respond in kind.
The Nibble: They add a tiny request at the end. Too tiny to seem worthy of debate. Response: Say no, or ask for something for yourself.