There are those that would use the negotiation for nefarious means. One such person was so bold to even contact me directly the other day and said thank you for giving them the tools they need to “trick” more people into doing what they want. Unfortunately, people like this exist. I know, I used to be one. Some industries and corporate cultures breed this type of behavior and even encourage it. Eventually, this type of…
Unethical Negotiation – The Plant
Deliberately planting false information in a negotiation to mislead the other party is unethical. The plant could happen a number of ways too, and it’s important to be on the lookout for it. This can happen a number of ways and I’m going to discuss the most common two that you need to be on the lookout for and how to make sure you don’t get caught by them: 1. The Rumour Mill Plant The…
Unethical Negotiation – The ‘Mistake’
The salesperson has very obviously left out the pricing of a feature or it looks like they’re grossly under priced an element of a proposal. You think you’ve got a great deal as a result and don’t bring it up (for fear of losing this ‘amazing’ deal). Then, once the deal is signed, and the negotiation is complete you discover that the vendor (usually service provider) is change ordering their service all the time. Upon…
Stand Up For What You Believe In
Every now and then we’re faced with a deal that will literally change our lives. The money and benefits will alter the direction of our careers, social lives, and circle of friends. But,…and you knew that was coming. But, the cost (and there’s always a cost) is that you have to be ‘flexible’ on what you believe, your values, your morals, or your personal standards. Is it worth it? Should you do it? Is doing…
It’s a Trap!
Whenever I read about the application of the red herring, a decoy, or any trapping negotiating practice, all I can think of is Admiral Akbar screaming, “It’s a trap!” Anyway, enough geeking out. Don’t be a jerk! Trapping in negotiation isn’t wrong, but it’s kind of a dick move. The red herring is a classic trap and it has been used on me more times then I care to admit. Knowing how to identify trapping…