Wl Negotiation

5.0 COURSEWORK

1. Define WL tactics

WL might be the easiest thing to do, just act aggressive and nasty. For those who really need help, here are some common tactics.

A WL negotiator first establishes who is Boss, who calls the shots, which of course is them. This they do with an aggressive opening salvo to stake out their demands. If the OP attempts to speak up at this juncture, they are demolished, usually with a curt "Let me finish, please." This is a tactic in itself. The OP feels chided, feels small. It doesn't occur to the WL negotiator they also interrupted the OP. NEVER apologize. Instead, even the word please is taboo. Deception and subterfuge are also WL tricks. These may not involve outright lying, but through unethical use of language, they can misrepresent their case, use vague and general language to hide the true facts of a case, etc. But WL could also use bluff as a tactic to make the OP grant concessions, based on misinformation about needs and interests, strengths, costs. WL also love threats or ultimatums, used to force the other side to give in by overpowering them or outsmarting them. For example, they start with an initial high demand. If this is new to the OP, it will be enough to stagger the OP, or simply stultify them into silence, so they can bulldoze on with more of their demands, of what they want, what the OP has to give them. Intimidation is another effective WL tactic. For example, the WL OP rolls up for the negotiation with their entire clan in tow without informing you. Meanwhile, there you are, all alone. Some WL OPs will out of the blue bring up items to deliberately throw you out of sync. One can easily end up a nervous wreck if this is done repeatedly. We would get tensed and edgy wondering what they would throw at us next. They can also throw in unexpected demands, change agenda items midstream, etc. If you hear your OP saying, Oh by the way we forgot to mention... Just a small matter, but we thought we might as well let you know..., sit up and pay attention. It may not be a minor item. Examine it carefully even if you were on your way home, and if necessary, call your OP's bluff and restart negotiation if you have to. A slippery WL negotiator is another one to look out for. They give the impression that they have accepted your position. This lets your guard down, you start thinking yippee, perhaps becoming complacent or overconfident. The OP has been waiting for this moment, will plunge back in as though no progress has been made at all, and you will have to go through items all over again, as from the beginning. Watch out for statements such as:

Oh dear, we are not really certain that we can deliver the products for that price. We don't really recall your argument. Can you go over the individual costings again? Oh no, that is not quite what we meant at all. We definitely can't agree to those terms. You can counter this trick by summarizing progress made at appropriate times, so the OP cannot pretend they cannot recall any item, did not fully understand, did not quite get the picture, etc. You must always take minutes at every negotiation, even informal, even if held in a restaurant. Note the points down on a napkin if you have to but RECORD!! Another tactic is to just act difficult. Whatever alternatives or options, you suggest, or bring up as part of your negotiation strategy, they will say no. This limits your freedom of action, your capability to maneuver, because every move forward seems blocked by some limits. Here are some examples: Limits of authority. Oh no, no, I can't approve it, only our Director can approve that, and he's hiking on Planet Jupiter for the next six months, OR He just got married, divorced, having a baby, etc, Policy limits. Same as above — but this time Oh no, no, but we have a very firm company policy that absolutely forbids us to take such actions.... Financial limits. Oh no, no, we just don't have that kind of cash, it would increase the price of our products, and reduce our market share, and we just cannot have that... Technological limits. Oh no, no, we don't have the expertise or technological support or expertise or capacity, sigh, sob.. .etc. Legal limits. Believe me, it makes sense to us, but our lawyers, legal policy, will never allow it. Don't be put of by this silly tactic. Limits can change. That is what negotiation is about, to negotiate to change. The OP in actual effect are controlling the negotiation, by controlling the options available. This can push you into making maximum concessions, while the OP themselves get away with minimal ones or none at all.

Other tactics would be inflated demands, implying irrevocable commitments, using confusing presentations, and aggressive speaking style and body movement. And here's more - didn't we tell you WL is easy — there are so many ways to be mean! These tactics to be particularly negative, morally questionable, and will not lead or contribute to a genuine settlement. Do not count on them either for lengthy relationships or long-lasting outcomes. If your OP seems overenthusiastic about taking charge of the agenda, beware. It might be a ruse to control procedures and control you. Check whether all the items are indeed negotiable. Have any non-negotiable ones been slyly slipped in? Has everything you want negotiated been included? The OP might also place a whole lot of items on the agenda which are only window dressing or for show. Hidden amidst the 322 teeny-weeny negligible items are the two items they actually want discussed. When negotiation starts, insist on minutes being recorded. If the negotiation is on OP turf, be wary of OP who give excuses for not having minutes taken, such as: Oh never mind, we can remember. My PA is on leave today, and the rest of the staff has been fired. Pay attention also to how meetings have been scheduled. Starting time, place, can be use to put you at a tactical disadvantage, and swing the content and progress of negotiation to go against you. Assert yourself. If the time and place are setbacks to a good start for your team, change them. Negotiate! Even hospitality can be a form of control. The heavy lunch before negotiation starts, or timed just before agreement is reached, the free booze that flows too easily. An annoying ploy is when the OP appeals to precedent. They sing a song about history, the way we were, the good ole days, etc. Examples are: We have negotiated such a deal with you in the past. We agreed to lease for three years. So now we don't know why you are demanding five years. Since the rest of the industry has agreed to... has always done it this way.... why are you doing, asking differently? Why change things? Things have always worked that way before. Both our companies have always supported slavery, so we should continue to do so. Tell the OP history is dead. Every negotiation case is different. History or precedent is a good guide, but it cannot rule or determine negotiation proceedings. Time can also be controlled and manipulated. When time starts running out, negotiators start getting nervy and antsy. They may start making dumb concessions and dumber offers. Just remember, time can usually be extended. It serves us. We can request an adjournment, another day, a few more hours. But there will be OP who will try to reduce the time available for negotiation just so persons feel cornered and trapped. This can happen when one team is from out of town, say, on a tight schedule, with a plane to catch. A crafty OP might deliberately delay or dilly-dally until the day before you leave, or the hour before your flight, to begin any real and significant discussion. They may throw in social events, meeting unnecessary people, etc. So the heat is on just before you go, and with tight time you may feel pressured to make a decision which you will regret.