Negotiation TacTricks
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Negotiation TacTricks

Bill Young Bill Young

Bill Young

Militant Moderate

发布日期: 2024年6月26日
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#27 Hot amp; Cold; Mood Swings

Create confusion by changes of mood

A negotiator tries to raise the other party’s stress level by frequent changes of mood (blowing hot and cold).? This may be combined with #5 Good Guy, Bad Guy / Mr Nice & Mr Nasty.? Acting different roles comes naturally to an experienced negotiator, so switching from one to another within the same negotiation is easy and may be done unconsciously.? It can be disconcerting for the other party but the inconsistency that is inherent in is this tactic can make the negotiator look unprofessional and ill-prepared.? The other party, faced with changing behaviours, is likely to become more cautious.?????

Counters:

  1. Keep track of real progress.?
  2. Do not be influenced by the other party‘s apparent mood – good or bad.

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