Everyone uses negotiation tactics to get what they want, if they are haggling over the price of an item in a garage sale or discussing potential salary with a future employer. Most times, when you enter a negotiating situation you can expect the other party to use certain maneuvers to tip the scales in your favor. For example, you can expect a prospective employer gives you less money than they are actually willing to pay to give themselves negotiating room. A buyer usually act surprised at their price, no matter how reasonable it is, the pressure to reduce it.

Everyone uses these tactics, but that does not mean that negotiations can not be right. Some tactics are acceptable, while others are frankly sleazy. Tactics are part of the process, and that can be used to hold negotiations on its sincerity. In other words, the use of tactics does not necessarily mean fool or manipulate people.

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

Tactic # 1: The Wince

The open WinCE can be explained as any negative reaction to the offer from someone. For example, can act stunned or surprised when your negotiating counterpart names of their terms. This tactic tells your counterpart that you know your limits, that is not with your hands or dishonest. Wincing at the right time can save you thousands of dollars. Note that when this is negotiable, your counterpart will start high.

Of course, you will not always be the Wincer. Many times, especially in the sales profession, you’ll be on the receiving end of WinCE. In this case, can be countered with new tactics.

Tactic # 2: The Silence

In the negotiation process, silence can be your strongest tool. If you do not like what he said his counterpart, or has made an offer and is waiting for an answer, just sit and wait. Most people feel uncomfortable when conversation ceases, and start talking automatically to fill the void. Almost without exception, your counterpart will start whittling away your position when you use this tactic.

And what if you are negotiating with someone who understands the importance of silence, and you? Instead of wasting time in silence, restate your offer. No suggestions, only to repeat his words. This maneuver requires the person to respond, and most often respond with a concession.

Tactic # 3: the good / bad routine

This sleazy tactic is often used in movies, where two detectives are interrogating a person who was not arrested. One detective seems unreasonable and inflexible, while the other tries to make it appear that he or she is in the face of the suspect. This tactic is designed to enable you to make concessions to the other party without making any changes.

If you are a good boy / bad situation the best response is to ignore it. Recognize this game for what it is, but do not play along and not let the good guy to influence his decision. The best technique is to let your counterparts play their game, while looking after their own interests.

Tactic # 4: Limited Authority

This tactic is a variation on the good / bad routine, but instead of two people working over you, the person you’re dealing with tells you that he or she must approve any deals with an unseen higher authority. Sometimes, this higher authority exists, but other times your counterpart in creating this figure to obtain an advantage in the negotiation process.

Therefore, just because your counterpart tells you, “is out of my hands,” do not automatically assume the person is being honest. In this type of situation, there are two options: one, ask to deal directly with the so-called higher authority, or two, to test the limits of your counterpart. You may find that, although the other person has used this tactic to force the back, if he or she will keep, you can get what you want.

Tactic # 5: The Red Herring

This technique comes from fox hunting competitions, where one team drags a dead fish across the fox the way to distract the other team’s dogs. In the table, one side will be a decoy by a minor point to distract the other side of the main issue. Effective and ethical in general, negotiators agreed that this tactic is the sleaziest of them all.

When the negotiation process is stalled with a minor problem, and its emphasis on solving even before you talk about more important issues, then you are probably dealing with a decoy. In this case, use extreme caution, and suggest setting the issue aside temporarily to work in other details.

Tactic # 6: The Trial Balloon

Balloon test questions are designed to evaluate his counterpart in the bargaining position without giving clues about their plans. For example, you may ask your counterpart, “Would you be willing to try our services on a temporary basis? or “Have you thought about other service plans? In essence, these types of questions the ball in your counterpart’s court, and much of it is that they are not really offers. They allow you to obtain information without obligation.

When you’re on the receiving end of a trial balloon question, you may feel compelled to respond well. To maintain its edge, resist this temptation and counter with another question. For example, if someone asks, “Would you be willing to finance the house you? responds, “Well, if I did, what could be your offer?”

Tactic # 7: Low Balling

Low Balling is the opposite of the trial balloon. Instead of tempting you to make the first offer, your counterpart will open the process with a fantastic offer. Then, after you agree, start hitting with more needs.

For example, say you see an ad for a product at lower prices than other stores. But then, after the acceptance of purchase, the sales representative discovered the hidden costs such as shipping or installation. In the end, probably more than you pay in another store will list a higher price for the product. To avoid becoming victims of this tactic, ask your counterpart about additional costs before agreeing to anything.

Tactic # 8: The Bait-and-Switch

Similar low Balling, bait and switch tactic should be avoided. His counterpart may try to attract their interest with a great offer, but then another hook with a mediocre. This tactic almost always burns, unless you can recognize. If your counterpart were really able to offer a good dose of truth, would not have to resort to bait and switch.

Tactic # 9: Outrageous behavior

Outrageous behavior can be categorized as any form of socially unacceptable conduct intended to compel the other to make a move as an attack of anger or bursting into tears. Like most people feel uncomfortable in these situations, may reduce their negotiating position just to avoid them.

However, the most effective response to outrageous behavior is not at all. Just wait for the adjustment to die before reacting, because emotional negotiations can result in disaster.

Tactic # 10: The Written Word

When the terms of a written agreement are often seems non-negotiable. For example, when was the last time they negotiated a lease or a loan, or even a service contract that was written in advance in the future an official document? It is likely that these agreements were made non-negotiable, and for some reason most people make the same mistake of accepting terms that appear in writing.

The best defense against this tactic is just a matter of all, if in writing or not. You inevitably run into some standard, non-negotiable documents, but it never hurts to ask questions. You may be surprised how many contracts actually are negotiable when challenged.

Better in future negotiations

People have used such tactics in negotiating for ten years, but that does not mean they are always fair. So before you rush into your next negotiation situation, make yourself aware of these tactics and how they affect the process. By learning the uses and defenses of these negotiation techniques, you can reach more mutually beneficial agreements and win more sales on better terms.