Question

1- Why is managing the other party's impressions important? What tactics can be used to do this? Which tactic do you think is most effective and why? (If you have had any of these tactics used on you or if you have used them yourself, feel free to expand on those examples)

a)- You have this 5 tactics for closing the deal. Give a separate example for each of these regarding when it would be best to use each of these tactics when closing a deal( think outside the box, it does not always have to be during a sale/purchase)

Provided alternatives

Assume the close

Split the difference

Exploding offers

Sweeteners

b)- Finally, which of the "Typical Hardball Tactics" do you think is the most effective and why?

Answer 1

1. It is in important task to manage the other people's impressions in the organisation and also during the negotiation process because you are making a deal with them. You have to make sure the relationships are maintained and are long lasting and you do not wish to act in such a manner or provdie such offers in your negotiation deal where the other person might have a low impression or perspective for you. This could affect your business's activities and also operations of the company.

Thus, manu tactics like agreeing in between, effective communication, adding more and more offers and benefits and providing more support to reach a middle groundin the negotiation is practiced to make sure the right settlement is done and turn out to be the most effective. For me, I believe reaching a middle ground point where both the parties explain their differences and choose a point where both are satisfied is one effective tactic for the negotiation technique.

a) Provided alternatives : For example, when you are closing a sales deal with an client and when all the negotiations failed, you prefer to choose the method one which is the most advantageous alternative available, thus this helps you make the deal close even if the another party rejected all your negotiations.

Assume the close: For example, you as a manager when negotiating with the employee about his salary assumed that the deal is closed. You would act in the manner that the deal is done which would make the employee also be satisfied about the offers made and try no harder to achieve more.

Split the difference: For example, buyers and sellers use the splitting the difference apporach where both the parties are either not satisfied or both are satisfied often and a deal is made where both the differences of each party are met at a certain point.

Exploding offers: For example, sellers often close a deal by giving exploding offers like this deal is only for this day and you won't be able to claim it tomorrow. Having such offers which ends faster gives the customer to buy the negotiation deal and it works as an incentive.

Sweeteners: For example, to make the negotiation deal close, a salespersoj would decrease the price of the product, add various benefits, warranty, icentives etc to make the product look attractive while negotiation.

b) One of the Typical Hardball Tactics that I find most effective is the Snowballing tactic. This is a technique used where a negotiator often brings a technicak expert with himself/herself and try to communicate using the technical words. So, another party often don't understand the technical words and thus close the deal because of thinking the technical advice would be the most suitable to work along. This gives the negotiator a power to handle the impressions.