Negotiation TacTricks

#20 Low Key; Disinterest

Pretend a lack of interest in any outcome or remain silent and unresponsive

A negotiator behaves as though they are not really interested in doing business.? They may do this from the start, or affect it at a later stage.? The intention is to make the other party raise their offer, reveal more information about their need, or generally try and make a settlement more attractive.

Maintaining complete silence is dealt with as a separate tactic in #30 Silent Treatment / Confessional.

Counters:

1. Remain cool and calm without mirroring the negotiator’s bad manners and disinterest
2. State or repeat your proposal clearly and simply.? Then imply that their disinterest is a sign of acceptance.? If they just want to close the deal and move on, that’s OK.
3. In extreme cases, tell them, it looks as though they are no longer interested and ask if there is any point in continuing. Ask if there is someone else you should be having this discussion with.