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UTVERYONE uses ne-sotiation tac|,ltics to get what they want. whether they're haggling over the price of an item in a garage sale or discussing potential salary with a future employer.

Most of the time, when you enter a negotiating situation you can expect the other party to use certain maneuvers to tip the scales in their favor. For and you can use them and still maintain your negotiations on an honest level. In other words. the use of tactics doesn't necessarily mean tricking or manipulating people. case, you can counter with the next tactic.

Iactic #l - ru",,""

Some tactics

are simply tools to expedite the negotiation process; others are used to take advantage of the other oerson. example, you can expect a potential employer to offer you less money than they are actually willing to pay to give themselves negotiating room. And a buyer will usually act surprised at your stated price, no matter how reasonable it may be. to pressure you into lowering it.

Everyone uses these tactics, but that doesn't mean that negotiations can't be fair. Some tactics are acceptable, while others are downright sleazy. Tactics are part ofthe process,

Some tactics are simply tools to expedite the negotiation process; others are used to take advantage of the other person. To be successful in sales and business, you must be able to differentiate between the fair and unfair negotiation tactics so you can use the good ones to your advantage and deflect the questionable ones. Consider the following l0 negotiation tactics and the methods you can use to deflect them:

facic #l -tn"wince

The wince can be explained as any overt negative reaction to someone's offer. For example, you might act stunned or surprised when your negotiating counterpart names their terms. This tactic tells your counterpart that you know your limits, which isn't under-handed or dishonest. And wincing at the right time can potentially save you thousands of dollars. Keep in mind that when deals are negotiable, your counterpart will start high.

Of course, you won't always be the wincer. Many times, especially in the sales profession, you'll be on the receiving end of the wince. In this

In the negotiation process, silence can be your strongest tool. If you don't like what your counterpart has said, or if you've made an offer and you're waiting for a response, just sit back and wait. Most people feel uncomfortable when conversation ceases, and they start talking automatically to fill the void. Almost without fail, your counterpart will start whittling away his or her position when you use this tactic.

So what if you find yourself negotiating with a person who understands the importance of silence as well as you? Rather than wasting time in silence, restate your offer. Don't make suggestions; just repeat your terms. This maneuver forces the other person to respond, and more often than not, they respond with a concession.

faCic #l - cooa Guy/Bad Guy

This sleazy tactic is often used in movies, where two detectives are interrogating a person who's just been arrested. One detective seems unreasonable and inflexible, while the other tries to make it look like he or she is

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