When I embarked on my career as a free-lance writer I thought that I wouldn’t have to “do business.” After all, everyone would see what a wonderful writer I am, and offer me plenty of work with generous fees. No hassles, no negotiations. No such luck. I have spent way too much time … [Read more...]

You’re enthusiastically extolling the many virtues of the deal you’re offering, the excitement building in your voice and body language as you build your case. And the other side just yawns. Shifts in their chairs. Check their watches. Worried that you’re losing them, you step up … [Read more...]

You’re negotiating back and forth when your counterpart casually glances at his or her laptop, or reads a Blackberry message, then announces, “I see we have a big new order we’d like to place with you. But we won’t talk about that until we’ve finished this contract.” Wow! More work, … [Read more...]

Like the Dangling Promise (Nasty Negotiating Trick #3), the Red Herring is designed to distract you. But those using this strategy go even further, attempting to wear you out through endless haggling over small points. The term “red herring” refers to a sneaky tactic used during fox hunts in … [Read more...]

Have you ever gone to a car dealership, haggled with the salesperson and gotten to the point of making the deal, only to find that the sales guy/gal has to get everything approved by some manager in the back room? Off he or she goes to confer with this mysterious stranger, while you sit there … [Read more...]

You’ve seen this one a million times on TV cop dramas. The other side’s negotiating team consists of two people (or two types of people). One is nasty and unyielding. The other is approachable and seemingly flexible, letting you know that he wants to help you out but he needs you to give in a … [Read more...]

You may be determined to negotiate politely and fairly, bringing your best manners to the table. But The Bully acts like an unhappy British soccer fan, throwing verbal brickbats and threatening mayhem. The Bully sneers at your offers, scoffs at your suggestions and snarls when you protest this … [Read more...]

Another form of bullying is the Finger Wagger, a Bully who strives to intimidate by accusing you of being the unreasonable or threatening one. Also known as “You, you, you-ing,” Finger Wagger tries to throw you off balance during negotiations by asserting that you are being unfair, playing … [Read more...]

You’ve negotiated for exhausting hours and finally(!) agreed on everything. The other side is all set to sign the contract, sitting there with the pen poised over the signature page, when suddenly he says, “I just thought of something. Enhanced Option X is included free, right?” You’re … [Read more...]

Eager to sell your new customer on your Deluxe Marketing Package, you come to the table fully prepared to lay out all of the packages’ features and benefits. But before you can open your mouth, your customer announces, “Our budget for the Deluxe Marketing Package is $5,000. That’s all we can … [Read more...]

Just about everyone who has negotiated has experienced the Blunt Demand from the other side. Your opponent looks you square in the eye and says, “Is that the best you can do?” Or perhaps even, “You’ll have to do better than that.” The Blunt Demand can be unsettling because it doesn’t … [Read more...]

The “Ouch Look” is a more elaborate version of Stunned Silence (see Nasty Negotiating Trick #1), but it only works if you and your opponent can actually see each other, as opposed to being on the phone or Skype. You present a fair offer, but are surprised and dismayed when the other side … [Read more...]

You arrive at the negotiations right on time, and are left to cool your heels in the reception room for 30 minutes or even an hour. You’re on your best behavior, but they seem a bit surly, interrupting you rudely and often. They take phone calls or check email in the middle of your … [Read more...]

There is an endless supply of annoying, unfair and downright nasty negotiating tricks – and unfortunately, a large pool of people eager to use them to their advantage. Fortunately, being aware of these tricks, knowing some strategies for countering them, and always keeping your cool can help you … [Read more...]