Negotiation TacTricks

#19 Going Back on the Deal; Forgotten Issues

Return to issues that should have already been settled

A negotiator attempts to reopen points from the negotiation after agreement has been reached. ??In a major negotiation, it is possible for new issues to arise or become recognised.? Reopening a negotiation that the other party thought was settled is very disruptive.? Emotionally, they have moved on to the next stage and are reluctant to go back so there is a great temptation to concede even major points in order to maintain progress.? It is also possible that the negotiator’s senior management has rejected some component of the deal and refuses to sign off on it.? Or that it is an attempt to nibble – see #3 Add-Ons / Nibbles / Rolling Concessions.????

Counters:

1. Be patient in case there is a real issue (new or previously overlooked).?? Listen carefully to the new request in order to understand it
2. If the request is reasonable, state that this can only be resolved by re-opening and rebalancing the whole negotiation?
3. If the request is considered to be a trick, see #3 and #14