Common Negotiation Tactics (and How to Counter Them)

Essential Negotiation Skills

Common Negotiation Tactics (and How to Counter Them)

In negotiation, strategy matters — but so does knowing what tactics the other side might use to gain an advantage. While some tactics are fair and clever, others can be manipulative or even deceptive.

Being able to recognize, interpret, and counter tactics calmly and ethically puts you in control — and ensures you don’t give away more than you should.

This lesson covers common negotiation tactics, how to spot them, and how to respond effectively.

1. The Highball / Lowball Tactic

What it is:
The other party opens with an extreme offer — either far too high or far too low — to anchor the conversation and pressure you to move closer to their number.

Purpose:

Establish a psychological anchor
Intimidate or throw you off balance
Leave room to “make a concession” later

How to counter it:

Don’t panic — recognize it as a tactic, not a serious offer.
Respond with your own anchor, backed by objective data.
Ask questions like: “Can you help me understand how you arrived at that number?”
Stay calm, confident, and don’t accept unrealistic starting points as the frame for the deal.

2. The Flinch

What it is:
They react dramatically (verbally or with body language) when you make a proposal — acting shocked, offended, or disbelieving.

Purpose:

Make you second-guess yourself
Pressure you to retreat or lower your ask

How to counter it:

Stay composed — this is often just a performance.
Don’t immediately justify or lower your offer.
Calmly explain your rationale and stick to your position.
Practice your own emotional control — don’t “flinch back.”

3. Good Cop / Bad Cop

What it is:
One negotiator is reasonable and friendly, while the other is difficult or aggressive. The goal is to make you align with the “good cop” to escape the “bad cop.”

Purpose:

Create psychological pressure
Make you more likely to concede

How to counter it:

Recognize the tactic and don’t fall for the contrast trap.
Stay focused on facts and objectives.
Politely say you’re open to working with either person — but the terms still need to make sense.
Ask to speak to one person at a time if needed.

4. The Nibble

What it is:
After a deal seems nearly done, the other side asks for “just one more thing” — a small extra concession.

Purpose:

Add small wins at the last minute
Test whether you’re willing to say no

How to counter it:

Recognize it for what it is — don’t give away extras reflexively.
Say: “If we adjust that, we’ll need to revisit other parts of the agreement.”
Use your own nibbles if you concede: “I can include that — if we agree to X in return.”

5. Silence

What it is:
They stop talking after your offer or during discussion — letting the silence pressure you into speaking first or changing your terms.

Purpose:

Make you uncomfortable
Prompt concessions

How to counter it:

Get comfortable with silence — don’t fill it with unnecessary talk.
Wait patiently. Let them process or speak next.
Repeat your offer or ask a clarifying question instead of retreating.

6. The Fake Deadline

What it is:
They claim the offer is only available until a specific time, trying to rush your decision.

Purpose:

Create urgency
Reduce your ability to think or explore alternatives

How to counter it:

Ask for justification: “Is that a firm deadline? What happens if we need more time?”
Clarify whether the deadline is real or strategic.
Don’t let artificial time pressure force a bad decision. Your BATNA gives you breathing room.

7. Playing Dumb or Asking Repetitive Questions

What it is:
They pretend not to understand parts of your offer or keep asking for explanations to wear you down or spot inconsistencies.

Purpose:

Exhaust you into concessions
Find weak points in your logic

How to counter it:

Stay calm and consistent.
Don’t let them derail the conversation. Politely say, “We’ve already addressed that — let’s move forward.”
Document key points clearly to avoid repetition.

8. Take-It-or-Leave-It

What it is:
They present a proposal as final and non-negotiable — forcing you to accept or walk.

Purpose:

Shut down discussion
Test your limits

How to counter it:

Don’t panic. Ask, “Is that truly final, or is there room to discuss any part of it?”
Respond with your own clear position and alternatives.
Be willing to walk away if needed — having a strong BATNA is key.

9. Delays and Stalling

What it is:
They avoid commitment, delay responses, or keep changing meeting times.

Purpose:

Frustrate you into giving in
Wait until you’re under time pressure

How to counter it:

Set clear timelines and expectations: “Can we agree to a decision by [date]?”
Stay patient but firm. Keep records of progress.
Reassert your own deadlines if needed — don’t let them control the clock.

Conclusion: Be Tactic-Aware, Not Tactic-Paranoid

Recognising negotiation tactics is not about becoming suspicious or defensive — it’s about staying calm, aware, and strategic. Tactics are tools — and you can learn to navigate them with confidence.

Remember:

Don’t react emotionally.
Don’t mirror bad behaviour.
Stick to your preparation, know your limits, and negotiate with integrity.

The best response to most tactics? Be better prepared. That’s where real power lies.