Some negotiations are hard on purpose. Knowing the common tactics lets you stay calm and respond rather than react.
Direct answer
Negotiation tactics are techniques used to influence a deal, such as anchoring with a high first offer, setting a deadline, good cop and bad cop, or asking for small extras at the end. The best response is to slow down, ask questions, return to your own research and alternatives, and be ready to walk away.
Common tactics and how to respond
| Tactic | What it looks like | How to respond |
|---|---|---|
| Anchoring | A very high or low first number | Don't react to it; give your researched number and reasons |
| Deadline pressure | "Offer ends today" | Ask why; take time; real offers can usually wait |
| Good cop, bad cop | One friendly, one harsh | Treat them as one team; keep to your position |
| Nibbling | Small extra demands at the end | Trade: "Happy to, if you can do X" |
| The silent treatment | Long pauses | Stay comfortable; ask a question |
| Higher authority | "I need my boss's approval" | Ask for the decision-maker or an early commitment |
| Walk-out threat | "Then we'll go elsewhere" | Check your alternatives; stay polite |
Strategies that work
Prepare
Know your goal, your minimum and your alternative (BATNA).
Focus on interests
Ask what they really need. There may be a trade that costs you little and helps them.
Slow down
Pauses give you time to think.
Make it a joint problem
"How can we solve this so it works for both of us?"
Be ready to say no
Getting started
New to negotiating? Begin with negotiation skills for beginners. For pay specifically, see how to negotiate salary.
Where Teyro fits
Teyro's How to Handle Difficult Negotiations course helps you stay calm under pressure, recognise and neutralise common tactics, handle unreasonable requests, use your BATNA and close a fair written deal. It is free to start.
The bottom line
Don't fear tactics, name them and respond calmly.
