As in every profession, negotiations have their share of dishonest players. This article has one purpose: to present as comprehensively as possible the dirty tricks they use, so you can learn to spot them. Awareness is the first step to resilience.
Forbidden tools
- An environment designed to make the other party uncomfortable. Seating with sunlight or bright lights in their face, excessive heat or cold, noise. These are signals that you should take a break and move to a quieter location where you can fully concentrate on the matter at hand. It is in everyone's interest to ensure proper conditions before negotiations begin.
- Alcohol to impair rational thinking. Often justified by cultural pretexts or induced through the social pressure of conformity. The facts are clear: even in the smallest doses, alcohol affects mental acuity. As a defense, you can propose celebrating together after the agreement is signed.
- Bribery, a skeleton key to desires. Presenting the other party with a shortcut to large sums of money or other benefits can work on individuals with weak moral foundations or low self-worth.
- Techniques designed to make the other party lose. Techniques are tools that balance on the edge of ethics and are sometimes perceived as unethical. Before using any of them, a negotiator should consider the potential consequences and should never aim for an outcome other than win-win.
- Bad intentions, meaning the intent to cause harm. Individuals driven by bad intentions are emotionally and morally unstable, making them unpredictable and unbounded in their willingness to employ dirty tricks.
Read also: The Role of Techniques in Negotiation
The dual nature of techniques: when does a tool become manipulation?
A real-life example: the twin switch
To conclude, let me share a true story illustrating an extreme example of a dirty trick. A negotiator from Europe flew to Asia to finalize a contract. In keeping with Eastern culture, the first two days were spent savoring tradition: sightseeing, dining, music, and alcohol.
On the third day, the host announced that they would sit down to discuss business in the evening. The afternoon, of course, brought more food and alcohol, and at the end, the Asian host persuaded his guest to play a round of table tennis. He was visibly delighted, and the game allowed him to shine as a gracious host.
By the end of the match, the European was sweaty, exhausted, slightly intoxicated, and was told that negotiations would begin in 10 minutes. After those 10 minutes, the Asian host returned in a clean, pressed shirt, looking fresh, focused, and sober. The European was disoriented. The talks went exceptionally poorly, and he returned home with a mediocre contract.
What was the dirty trick? The Asian host switched places with his identical twin brother after the table tennis match. For someone not regularly around individuals of a different ethnic background, the differences between twins were virtually impossible to detect.
Related article: Negotiation Techniques
Classic techniques used ethically: Low Ball, Foot in the Door, Illusory Choice
Summary
Dirty tricks in negotiations exist and will continue to exist. The key is awareness: once you recognize a technique, it loses its power. Remember that you always have the right to pause the conversation, change the meeting location, or ask for time to think.
Before your next negotiation, review the list above and ask yourself: are the conditions of the meeting fair for both sides?
