....they suddenly introduce an immediate deadline?
In this case, the other person is trying to knock you off-track. So, it’s important not to let that happen. You need to keep neutral, but slightly pensive body language. Next, make a note of what they have said to show you regard it as important. Thirdly, move on to discuss another area - but speak and act more quickly – as if you are reacting to the “lack of time”
....they suddenly make a ridiculous offer?
There is always a possibility they might not think it ridiculous. So, treat it seriously. You might think about countering with an even-more way out offer in response. When they turn it down, move quickly to another negotiation area. If they raise it again, politely suggest that you are looking for a serious negotiation!
....they offer a fixed, no bargaining, price?
Avoid getting into a debate over that price. Look to find non-contentious areas which the other side can say “yes” to. Then look for movement through the use of “what if we..” type questions. Don’t deal with these answers - simply make a note of them. Start to politely leave - and see if they let you! In this way, you judge the seriousness of their feelings about this
Negotiation Tactics - What To Do If - Part One - To learn more about this author, visit Gordon Veniard's Website.
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