Twelve Common Manipulative Tactics used by Unfair Negotiators*

STONEWALLING (characterized by rigidity and a reluctance to move from a stated position)

1. "Fait accompli"

What's done is done. Change is not possible.

2. "Take it or leave it"
Negotiation by ultimatum: "This is my final offer."

3. "Calculated delay"

Delaying agreement in the hope you'll make concessions to meet a deadline.

4. "Company policy"
"I can't do anything about it. It's company policy."

ATTACKS (characterized by hostility and attempts to make any inability to reach agreement appear to be your fault)

5. Threats
Indicating you will suffer consequences if you fail to accede: "Do it or else."

6. Attacks on credibility
Questioning your integrity: "Your figures are way out of line."

7. Attacks on status and authority
Focusing on your qualifications: "You haven't been in this job long, have you?"

8. Manipulating the physical environment
Trying to unsettle or confuse you by putting you in a low or uncomfortable seat, facing you toward the sun, etc.

TRICKS (characterized by deceit)

9. "Good guy/bad guy" strategy
Blaming someone else (either present or elsewhere in the organization) for not being able to
reach agreement.

10. Manipulating the data
Using false, phony, or confusing figures.

11. Adding to the deal at the last minute
Looking for additional concessions: "There's just one more little thing."

12. "No authority"
Leading you to believe they have authority, then saying they need to get approval before the deal
can be struck.

*From Center for Management Reaserch, Inc. Executive Education Series

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