“Escalation” Please respond to the following:Suggest two (2) possible reasons why a negotiator would want to reject the original offer that both parties agreed on in the negotiation process. Provide one (1) example from your personal life when you might have wanted to use this approach when making a major purchase.Determine specific approaches that a negotiator should take to reduce the chances of an escalation before making a final decision in the negotiation process. Provide two (2) techniques that a negotiator could use to reduce the number of changes needed on an issue that is escalating out of control.Contracting and Purchasing Negotiation
Techniques
BUS 340
Unethical Negotiation Tactics, Continued
Topics
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The Deliberate Mistake Tactic
The Default Gambit
Escalation
Using Planted Information
The Deliberate Mistake Tactic
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Innocent error?
One or both parties know the mistake
State the error or remain quite?
Be honest – it pays
The Default Gambit
• Making assumptions
• Response time
• Recourse
Escalation
• Change of contract
• Accept, walk away, or continue negotiation
• Get it in writing
Using Planted Information
• Multiple options
• Buyers love the position
• Consider alternatives
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Summary
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The Deliberate Mistake
The Default
Escalation
Planted Information
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