Negotiation Techniques/Tactics
Tactical methods and proven techniques to strengthen your negotiation position and close better deals.
All Negotiation Techniques/Tactics
BATNA
Anchoring
Mirroring
Labeling
Bracketing
Silence as a Tool
Flinch Response
Good Guy/Bad Guy
Limited Authority
Nibbling
Bogey
Decoy
Higher Authority
Fait Accompli
Salami Tactics
Lowballing
Highballing
Deadline Pressure
Take It or Leave It
Emotional Appeal
Splitting the Difference
Reframing
Bundling
Unbundling
Escalation
Concession Trading
Calculated Incompetence
Trial Balloon
Disarming Honesty
Calibrated Questions
Accusation Audit
No-Oriented Questions
Tactical Empathy
7-38-55 Rule Application
MLP (Minimum Legitimate Position)
Power of Legitimacy
Strategic Concessions
Information Asymmetry
Active Listening in Negotiation
ZOPA (Zone of Possible Agreement)
Reservation Price
Aspiration Price
MESO (Multiple Equivalent Simultaneous Offers)
Contingent Contracts
Logrolling
Expanding the Pie
Bridging
Nonverbal Communication
Cultural Awareness
Preparation
Active Empathy
Patience
Relationship Focus
Objection Handling
Solicit Objections
Why Negotiation Techniques Matter in Sales
Mastering tactical negotiation techniques is valuable for sales professionals for several reasons:
- Tactical flexibility: Having specific techniques ready lets you respond effectively to any negotiation move.
- Confidence under pressure: Knowing proven tactics helps you stay composed when negotiations get challenging.
- Better outcomes: Tactical skills help you secure favorable terms while maintaining positive relationships.
- Reading the room: Techniques help you identify when to push, when to pause, and when to pivot your approach.
By applying these negotiation techniques, you'll navigate tough conversations with skill and achieve outcomes that satisfy all parties.