Negotiation TacTricks

#29 Flattery; Obligation

Gain rapport and build a feeling of debt

A negotiator flatters the other party on things like their preparation, knowledge, negotiating skill, commercial skills or anything else.? The aim is to gain rapport and empathy. On a modest level, of course, it is just good manners.? But most of us are susceptible to flattery and this tactic can be surprisingly effective.

A more concrete form of flattery is an invitation to speak at respected events or to be consulted on some specialist subject.? The invitation may include travel to a prestigious location and meetings with influential people.? With tighter rules on compliance and therefore less outright entertainment, there has actually been an increase in these pseudo-professional events.? This goes beyond tactics perhaps, but I have combined Flattery and Obligation in order to cover a full range of situations that can make the less experienced negotiator susceptible to socio-business blandishments.

There is one situation where something like flattery is best practice.? At the end of a negotiation, a good negotiator compliments the other party on their conduct and their capability.? There are two aims: one is to reassure the other party and remove the usual doubts that they gave away too much; and the other is to establish goodwill for the new relationship, and put negotiation conflicts into the past.

Counters

1. Receive the flattery professionally and without protest.
2. Do not respond with equal flattery.?
3. Have a short, prepared response about the natural fit between the two organisations
4. Don’t let a technical colleagues be gulled into believing she or he is the world expert your supplier or customer had to have as a speaker for their conference.