Hardball Negotiation: All the Best Tactics, How to Use Them, and Defend Against Them: Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

By Zane Rozzi

In this book, we'll discuss all of the best hardball negotiation tactics; both how to use them, and also how to defend yourself against them. You'll learn how to press the other party hard for the best possible deal, while also defending yourself from being taken advantage of.

While some negotiation tactics use strength, the most effective tactics use intelligence, strategy, and finesse. Here's why: The most crucial skill for you to have - as a negotiator - is the ability to make the other party feel they've won the negotiation and obtained a great outcome - even if, when dividing up the pie, you've secured most of the pie for yourself. You want the other party to be willing to do business with you again in the future, and also to give you great reviews, references, and referrals.

To accomplish the objectives above, you'll learn negotiation tactics that combine timeless relationship building skills, scientifically proven principles of influence and persuasion, and the best strategies from The Art of War by Sun Tzu - the classic 2,000-year-old Chinese military strategy book. You'll ensure the other party feels they've been treated fairly and obtained a great outcome, even if, when dividing up the pie, you've secured most of the pie for yourself.

The truth is, all that's necessary to get the results you want is for you to do a few basic fundamentals really well. Doing the basic fundamentals really well is always the fastest, easiest, and most effective way to get excellent results. Don't waste time on trendy advice that quickly fizzles out. Instead, learn timeless fundamentals that will always be relevant.

You'll be able to start applying what you've learned immediately after you've finished reading this book by using the example procedures, responses, strategies, behaviors, and action steps. It works; and it will work for you. Read this book, apply the information, and see for yourself.

• Language: English
• Publisher: Zane Rozzi
• Release date: Jul 5, 2022
• ISBN: 9781005322618

Book preview

Hardball Negotiation - All the Best Tactics, How to Use Them, and Defend Against Them

Everything You Need to Know - Easy Fast Results - It Works; and It Will Work for You

Zane Rozzi

Copyright 2022 Zane Rozzi. All rights reserved. No part of this publication may be reproduced or distributed in any form or by any means without prior written permission from the copyright holder. This publication is provided with the understanding that the author and publisher are not herein engaged in rendering legal, medical, investment, accounting, or other professional advice or services. If legal, medical, investment, accounting, or other expert advice or assistance is required, the services of a competent professional person should be sought. Your level of success in realizing results, if any, is dependent upon a number of factors including your ability, skill, knowledge, effort, persistence, and a variety of other personal attributes. Because those attributes differ between individuals, neither the author nor publisher can guarantee your success or any specific result. You alone are responsible for your actions and results in life and business. Any forward-looking statements contained within this publication are simply opinion and not guarantees or promises of actual performance or results. Neither the author nor publisher make any guarantee you will achieve any specific results. Individual results are not guaranteed and will vary. The information contained within this publication is made available solely to offer general information of interest. The author and publisher assume no responsibility for errors or omissions. Any statements or recommendations made by the author are simply his opinion. Such statements and recommendations might have been applicable to the author’s specific life circumstances, but may have no relevance to your own personal life circumstances. Determining whether or not any of the author’s statements or recommendations apply to your specific life circumstances is solely your responsibility. The author is not responsible for your actions. You are solely responsible for your actions. Your actions in life and business must be based on your own due diligence, not the opinion of the author. Nothing contained within this publication shall to any extent substitute for the sound judgement of the user. Neither the author nor publisher shall be liable for any losses, liabilities, or damages, including but not limited to indirect, special, or consequential damages, resulting directly or indirectly from the use of any information contained within this publication.

www.zanerozzi.com

Table of Contents

Get the Other Party to Move Twice Before You Move Once

Make the Other Side Feel They’ve Won the Negotiation

Always Start by Asking for More Than You Expect to Get

Never Accept the First Offer

Flinch and Wince When You Hear Their First Offer

Deferring the Decision to a Higher Authority

Never Suggest to Split the Difference

Never Give Away Free Concessions

Good Cop / Bad Cop

The One More Thing Tactic

Make Each Subsequent Concession Progressively Smaller

Plan Your Concessions in Advance

Removing Items when the Other Side Presses You for Another Concession

Act Dumb to Extract Information and Determine Whether the Other Party is Being Honest

Don’t Let the Other Party Write the Entire Contract

The Other Party Might Make Concessions to Escape an Uncomfortable Situation

Control the Other Party’s Decision by Bundling Their Options

Control the Information Available to the Other Party

Exert Control Over the Other Party by Controlling the Timeline of the Negotiation

Intentionally Trigger the Other party

When You Can Only Make a Poor Offer but You Still Want the Deal to Go Through

What it Takes to Accomplish Your Goals and Get Everything You Deserve in Life — The End Matter

Get the Other Party to Move Twice Before You Move Once

The more you can squeeze the other party deeper into their negotiating range, the better deal you’re going to get. One of the best ways to squeeze the other party deeper into their negotiating range is to get them to move twice before you move once. You do this by getting an extra concession out of the other party.

There are two ways to do this:

First, if the circumstances of the negotiation allow, you can pretend you’re a reluctant buyer or a reluctant seller who has no intention of buying or selling the item any time soon. Or, if you’re negotiating over nonmonetary items, you would pretend you’re the reluctant other party who has no intention of doing what the other party wants you to do anytime soon.

Second, if you can’t use the above tactic because it’s obvious that you want to buy or sell the item, or, if you’re negotiating over nonmonetary items, and it’s obvious that you want to do what the other party wants you to do, we’ll discuss a very clever strategy you can use to get the other party to move twice before you move once. They’ll feel compelled to immediately make a second — and better — offer.

So, what should you do if it’s obvious you want to buy or sell the item in question? You simply get the other party to make the first offer, then tell them something to the effect of, I wouldn’t be able to sell it for that low of a price. Or, I can’t pay that much for that item. Then, you spring an awkward silence upon them. Don’t say anything else. Simply sit there silently and look them directly in the eyes as if you’re expecting them to say something else. This tactic is even more effective if you give them a steely-eyed Clint Eastwood cowboy stare. Most people will be uncomfortable with the awkward silence. That discomfort will force them to say something else. The something else they say to fill the silence will likely be a new, better offer as they make another concession. Therefore, telling the other party they’ll have to do better, and staring at them in silence, can often force the other party into making a second offer or concession before you make a single concession of your own.

This technique is particularly effective on inexperienced negotiators. They’ll feel very uncomfortable with the silence and feel as if the negotiation is slipping away from them. To keep the negotiation going — and escape the awkward silence — they’ll talk to fill the silence. What they’ll say to fill the silence is often an improved offer.

How do you defend yourself against this? If you recognize the other party is using this tactic on you, use negotiation Judo. Flip the situation around and put the pressure back on them. For instance, if the other party tells you, You’ll have to do better than that, you could respond with, How much better? Or, you could respond with, What did you have in mind? Both of those responses pass the conversation back over to the other party. Now, it’s once again the other party’s turn to speak. You’ve avoided speaking, and thus avoided making a concession, and passed the conversation back over to the other party. It is now, once again, the other party’s turn to speak and offer you a concession.

Should we do an example? Sure, examples are fun.

Let’s say, someone is selling used goods on one of those online classified ads sites for $1,000. You’re interested in buying said goods. You open the negotiation by offering the seller $500 for the used goods. Then, let’s say, the seller tries to use this tactic on you, and attempts to get you to move on your offer price before they move once. So, the seller tells you, You’ll have to do better than that. But, you are now wise to this tactic, so you’re not going to make two offers in a row. You’re not going to make two offers without the seller moving once. Instead, you use negotiation judo, and you respond with, How much better would I have to do? Then, the seller responds to you with something such as, "Well, I’m asking