Manipulation of the negotiations


The ability to develop an immunity against foreign influences — an important component of a successful negotiation. The pressure can be in open or in a latent form. In the latter case — pure manipulation. These methods include, for example, a reference to the authority, pulling out of the context of individual phrases that distort the meaning, jokes, ridicule, flattery.

Here is a list of typical manipulations, based on the "rules of decorum":

— Pathetic request to "enter into the situation."

The expected reaction — call the favor and generosity. Way to counter: do not take on obligations.

— It creates the appearance that the opponent's position is too complex to understand.

The expected reaction — to force the partner to disclose more information than is necessary. Way to counter: Ask about what exactly is unclear.

— Partner poses as "too business", pretending that problems are insignificant.

Expected response: you create a setup that is a dialogue between two people who are experienced, which ought not to complicate each other's lives. Way to counter: Firmly point out that there are many obstacles to solving the problem.

— Authoritative statements, links to experts and to the "obvious facts."

The expected response — Cause you to fear of appearing stupid, incompetent and non-constructive. Way to counter: to say that some very important aspects have not been taken into account.

There is also a set of manipulations designed to humiliate the opponent:

— Indication of the fact that others will not understand or will not forgive your solutions.

Expected reaction — To awaken a sense of danger and uncertainty. Way Countermeasures: express outrage that the partner is lowered to such methods.

— Demonstrating exceptional stubbornness and arrogance.

Expected reaction — Force your opponent to be the petitioner to show that his methods are not successful. Way to counter: be skeptical.

— The constant emphasis on the fact that "your arguments do not hold water."

The expected response — To awaken a sense of powerlessness and a sense that the other arguments will be untenable. Way to counter: report opponent that he did not quite understand you correctly.

— Using a strategy of "Sweet and vile." That is, to be friendly and at the same time constantly angry.

The expected reaction — to scare the opponent, engender self-doubt, disorienting. Way Countermeasures: a cool treat as to the friendliness and outrage opponent.

— Demonstration depending opponent. Although in reality it depends much less.

The expected reaction — to gain credibility and force your opponent to doubt myself so much that he was not able to keep the position. Way to counter: to continue to ask critical questions, respond defiantly cold blood.

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