Negotiation TacTricks

#25 Escalation

Get a senior manager or executive involved, or threaten to

A negotiator pushes an issue up their organisation.? This could be a very normal and reasonable behaviour.? Judgement is needed by the other party because it could also be used to intimidate

Counters:

1. Do not try to prevent escalation; do not make concessions; and do not request that they do not do it.
2. If you respond, welcome their decision and maybe point out some probably next steps, as well as any implications
3. Keep your own line-manager aware of the status of negotiations and current issues as a matter of routine.? No surprises.

If an escalation looks likely, give a special briefing to your line-manager and whoever is likely to be contacted by the negotiator’s organisation