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Oct 29, 2019 · A "snow job" is a particularly common tactic negotiation designed to confuse and distract you - and to tie up your resources. The American Management Association study of the most common negotiation tactics pegged "snowing" as the third most common tactic used (at 12%). A "snow job" is when the other party dumps a lot of information on you ...
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- Highball/Lowball
- Bogey
- Snow Job
- The Nibble
- Lack of Authority
The highball/lowball tactic is one of the oldest hardball moves in the book. Your counterpart will open with an extremely high or low offer, which they hope will force you to reconsider your resistance points and goal. If you haven’t done your research, or aren’t aware of what is happening, you may fall for it. The best way to navigate this scenari...
A bogey is a particular issue that the negotiator pretends is vitally important to the deal, though in reality it is unimportant to them. By agreeing to concede the bogey issue, they then expect you to concede something important as well. This is one of the more difficult tactics to detect because it is rare that you will know what your counterpart...
A snow job is a particularly common tactic designed to confuse and distract you. It happens when the other party reveals a lot of information, overwhelming you with facts and figures. When you're on the receiving end of a snow job, your biggest challenge is to determine what is truly important and what is simply there to distract you. It often feat...
The nibble will be presented towards the end of a negotiation. After a lot of time has been spent negotiating, your counterpart will agree to the deal provided you agree to a small stipulation that was not previously discussed. The idea is to more easily gain your agreement after you’ve been worn down and just want to get a deal done. Fighting this...
When dealing with a negotiation where you don’t know if your counterpart has decision-making power, simply ask them. If at any point they reveal that they are not authorized to make a deal, refuse to continue until you’re talking to the person who is. Talking to anyone else would be a waste of your time and effort. For example:In a sales negotiatio...
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Sep 13, 2021 · Some other negotiating tactics include using a numerically superior negotiating team (bringing an unnecessarily large number of negotiators to the negotiation in order to intimidate the opponent), one side asserting that they have time pressures that they use to rush the other side to an unsatisfactory resolution, making extreme initial demands ...
Dec 19, 2015 · Snow Job The snow job tactic occurs when negotiators overwhelm the other party with so much information that he or she has trouble determining which facts are real or important, and which are ...
Apr 22, 2024 · Hardball tactics are measures used in a negotiation to set a competitive tone. It generally involves using some form or power, leverage, or persuasion to coerce the other party into changing their objectives, expectations, or position in the negotiation. Hardball tactics are generally poorly received and should be used sparingly in any negotiation.
Jul 24, 2023 · A snow job is an attempt to deceive, overwhelm, or persuade someone with misleading information or flattery. The term originated in the 1940s and implies covering up or glossing over faults, problems, or objections with an avalanche of data, facts, figures, or promises. It is essentially an effort to “snow” someone and obscure the truth.
Aug 2, 2010 · Even though it is summer here in the northern hemisphere, snow jobs still exist. Negotiation snow jobs do not involve shivering in the cold, shoveling the driveway or de-icing your car. A snow job in business negotiation consists in giving the other party a blizzard of information—basically, information overload—simply to bog them down.
