5 Manipulative Tactics People Use To Screw You Over In Negotiations

Summary

This video breaks down five key negotiation tactics used by Bobby Axelrod, a character from 'Billions,' and how you can apply them in real life. The strategies include understanding what others need, using body language for dominance or collaboration, creating urgency with exploding offers, being willing to walk away from deals, and avoiding short-term wins that damage long-term relationships. The video emphasizes researching your opponent, setting the right tone, and thinking of negotiations as ongoing rather than one-off events.

Takeaways

• 💼 Understand the other party's needs before negotiating to set yourself up for success.
• 🔍 Do thorough research to uncover what someone truly values, as assumptions can lead to mistakes.
• 🗣️ Communicate clearly by asking direct questions to avoid misunderstandings in negotiations.
• 🤝 Use body language effectively to convey power and control during negotiations.
• 👥 Position yourself at eye level with the other party to foster a sense of teamwork and collaboration.
• ⏱ Employ 'exploding offers' to create urgency, but be aware of the potential backlash.
• 🚫 Be prepared to walk away from a deal if terms change at the last minute or if it's not in your best interest.
• 💭 Maintain the mindset that there are always multiple options available, even if they're not immediately apparent.
• 🏆 Aim to win by giving as little as possible, but consider the long-term implications of this approach.
• 📚 Learn from experts like Chris Voss, who offers field-tested negotiation strategies in his book 'Never Split the Difference'.

Q & A

What is the first tactic Bobby Axelrod uses in negotiations according to the script?

The first tactic Bobby Axelrod uses is identifying what the other person needs before entering a negotiation. He conducts thorough research to understand their needs, debts, and vulnerabilities, which allows him to make offers that align with their priorities.

How does Bobby Axelrod use body language to influence negotiations?

Bobby Axelrod uses body language to assert dominance and control. For example, he stands while others sit to force them to look up to him, which can subconsciously make them perceive him as more powerful. Conversely, he sometimes sits in a relaxed position while others stand to convey confidence and control when he has a captive audience.

What is the 'same side, same team' positioning tactic mentioned in the script?

The 'same side, same team' tactic involves positioning oneself at the same eye level and side-by-side with the other person. This setup fosters a sense of collaboration and unity, making the negotiation feel like a mutual effort towards a shared goal.

Why does Bobby Axelrod use exploding offers, and what are the risks associated with this tactic?

Bobby Axelrod uses exploding offers to create urgency and limit the other person's options, forcing them to make a quick decision under pressure. However, this tactic can lead to resentment and damage long-term relationships, as it can be seen as overly aggressive and manipulative.

How does Bobby Axelrod handle situations where someone tries to change the terms of a deal at the last minute?

Bobby Axelrod is willing to walk away from a deal if someone tries to change the terms at the last minute. He views this as a red flag and prefers to bet on himself to find a better option rather than accept unfavorable terms.

What mindset does the script suggest adopting in negotiations to avoid bad deals?

The script suggests adopting a mindset that there are always infinite options available, which helps in resisting pressure to accept a bad deal. If a current offer isn’t ideal, it’s better to walk away and explore other opportunities rather than settling for less.

What long-term consequence does Bobby Axelrod face for his short-term negotiation tactics?

Bobby Axelrod risks offending others and damaging relationships by trying to maximize his gains in the short term, as seen when he undercuts Taylor's compensation. This approach can lead to betrayal or a loss of trust, which can hurt him in the long run.

How does Bobby Axelrod's rival, Chuck, fail in his negotiation with one of Bobby's employees?

Chuck fails in his negotiation because he attempts to blackmail Bobby's employee without fully understanding what the employee values. This lack of understanding leads to the employee preemptively confessing to his wife, rendering Chuck's threat ineffective.

What should you do if you notice someone trying to use body language to assert dominance over you in a negotiation?

If someone tries to use body language to assert dominance, like standing while you sit, you should invite them to sit down or stand up yourself to level the playing field. This helps to neutralize their attempt to gain a psychological advantage.

What book does the script recommend for further learning about negotiation, and why?

The script recommends 'Never Split the Difference' by Chris Voss, a former international hostage negotiator for the FBI. The book provides field-tested strategies for high-stakes negotiations that can be applied in both professional and personal situations.