5 GAYA NEGOSIASI YANG PALING MENYEBALKAN

Summary

In this video, Tom MC, an expert negotiator, discusses five highly disliked negotiation tactics, often seen in Soviet-style bargaining. These include 'bullying before buying', where the buyer belittles the product; 'undervaluing the offer', offering far lower than the market price to unsettle the seller; 'emotional blackmail', using tears or emotional manipulation to influence the deal; 'walkout', abruptly leaving to unsettle the counterpart; and 'limited authority', sending negotiators with no decision-making power to frustrate the process. Tom advises staying composed and not reacting to these tactics, focusing on maintaining control for more effective and ethical negotiations.

Takeaways

• 😀 Negotiation can often be seen as a challenging task, but it is essential to understand different negotiation styles to navigate successfully.
• 😀 The 'Soviet style' of negotiation involves five tactics that are often seen as frustrating or unpleasant to the counterpart.
• 😀 One common Soviet-style tactic is 'bullying before buying,' where the buyer criticizes the product or service before even discussing the price.
• 😀 Another Soviet-style tactic involves offering an extremely low starting price to make the seller feel low and undermine their confidence.
• 😀 Emotional blackmail is another tactic used in negotiations, where the buyer uses emotional manipulation, such as crying, to get a better deal.
• 😀 'Walkout' is a strategy where a person leaves the negotiation abruptly, causing discomfort and pressure for the counterpart to make concessions.
• 😀 A fifth tactic is sending someone with 'limited authority,' someone who cannot make decisions or negotiate effectively, leaving the seller to negotiate with themselves.
• 😀 It is crucial to recognize these tactics and respond with composure, without reacting emotionally to the provocations.
• 😀 In response to these tactics, avoid giving reactions. For example, when someone offers a ridiculously low price or cries, the best response is often to smile and remain calm.
• 😀 The goal of effective negotiation is not to succumb to unethical tactics but to stay firm, composed, and focused on the long-term relationship with the other party.

Q & A

What are the five negotiation tactics discussed in the video?

The five negotiation tactics discussed are: 1) Bullying Before Buying, 2) Low-Balling, 3) Emotional Blackmail, 4) Walk-Outs, and 5) Limited Authority.

What does 'Bullying Before Buying' mean in the context of negotiation?

'Bullying Before Buying' refers to a tactic where a person undermines or criticizes a product or service before actually purchasing it, often to lower the price or gain leverage in the negotiation.

Can you provide an example of 'Low-Balling' in negotiations?

An example of 'Low-Balling' is when a buyer offers a price much lower than the market value of a product, hoping to pressure the seller into accepting the low offer. For instance, a buyer might offer 3 billion for a property listed at 10 billion, despite knowing the market value is higher.

How does 'Emotional Blackmail' play a role in negotiations?

'Emotional Blackmail' in negotiation involves using emotions, such as crying or threatening to leave, to manipulate the other party's feelings. This often forces the other person to lower their expectations or concede to terms they wouldn't normally agree to.

What is the purpose of a 'Walk-Out' in a negotiation?

The purpose of a 'Walk-Out' is to create discomfort or pressure by abruptly leaving the negotiation. This tactic makes the other party feel uneasy, possibly leading them to rethink their stance and come back with better terms.

Why do some negotiators use the 'Limited Authority' tactic?

'Limited Authority' is used when a negotiator is sent who lacks decision-making power. This forces the other party to negotiate on behalf of the 'representative,' often leading them to lower prices or make concessions without direct authority.

What is the recommended approach to deal with these aggressive negotiation tactics?

The recommended approach is to remain calm and not react to provocations. Whether it's a low offer, emotional outburst, or walk-out, it’s important to stay composed, smile, and avoid engaging in the manipulative tactics.

How can a negotiator handle someone using emotional manipulation, such as crying?

When faced with emotional manipulation like crying, it is crucial not to respond emotionally. Maintain composure and avoid getting pulled into the drama. A simple smile without reacting to the emotional display is often the best response.

What should a negotiator do if the other party tries to walk out during the negotiation?

If the other party walks out, it's essential to stay calm and not chase after them. Often, they will return with better terms once they realize you are not easily manipulated by their actions.

Why is it important to avoid reacting to provocations during negotiations?

Avoiding reaction is key because it prevents the other party from gaining emotional leverage over you. Responding to provocations often leads to emotional decisions that can hurt your position, while staying calm shows confidence and control.