Win-lose negotiation techniques related to the manipulation of facts, part 2

Service Business

Manipulations often go unnoticed, as skilled negotiators apply them at a time when the other party does not expect to be influenced. Gaining trust guarantees less vigilance on the part of the partner. We think we are well on our way to reaching an agreement and, more importantly, meeting our needs, and the enemy suddenly prompts us to make even more concessions. Therefore, it is important to familiarize yourself with win-lose negotiation techniques related to manipulating the facts, the knowledge of which may prevent you from signing an unattractive contract. It is worth paying attention to the tactics of funny money and objective rules, often used by manipulators.

Win-lose negotiation techniques: funny money

The win-lose funny money negotiation tactic is most often used when the conversation concerns measurable terms of the contract - price, costs, order fulfillment time, payment period, return dates. Using this tactic, negotiators try to persuade the other party to make a seemingly small concession - e.g. lower the price by PLN 1 per item. Over time or with the increase in the number of ordered products, the manipulated entrepreneur will lose more than he expected.

Example 1.

- You insist on the price of PLN 20 per item. We are able to buy your products for PLN 19. Do you care so much about this zloty? We will sign a long-term contract with you. Cooperation with us will develop your business.

In the example above, the negotiator shows a price reduction of PLN 1 per item as a slight concession. It lists the benefits that the other party will receive in return for signing the contract. The prospect of long-term cooperation may convince anyone to agree to the proposed conditions. What is PLN 1?

Pay attention to details. This PLN 1 means nothing, but the loss of PLN 1,000 is more severe, right? Imagine that if your partner orders a thousand pieces of the product from you within a month - you will not gain PLN 1000. You lose PLN 12,000 per year. Does this still represent a small concession for you.


If you want to successfully defend yourself against the influence of the funny money technique, show your partner that a PLN 1 cut is a serious loss for you. Operate with large numbers. Explain how much this concession will cost you annually.

You can also use wine-win counteracts: Colombo or background questions.

Win-lose negotiation techniques: objective rules

Negotiators can set the rules for the course of the talks - the number of people participating in the negotiations, the duration of the meeting, the method of recording the arrangements or the order of speaking. The creation of certain rules allows you to systematize the course of negotiations, determine acceptable behaviors, and even avoid conflicts. However, too strict adherence to the rules contributes to killing creativity and flexibility, which are also important elements of negotiation, allowing to break the deadlock or develop a mutually beneficial contract. Established rules should not be used to pursue the interests of a given partner.

Example 2.

- I think we should take a break. We would like to confer and consider your proposals.

- Unfortunately, we cannot agree to it. At the beginning, we agreed that we would stop the negotiations at lunchtime. Please stick to the negotiation rules. If you are equally comfortable with fulfilling the terms of the contract, I do not know if we want to continue the conversation with you.

- Okay, then please introduce us again about the payment terms.

In the above situation, the negotiator blocked the possibility of interrupting the negotiations, as he anticipated that the other party, after the deliberation, would not agree to the terms of the contract proposed by him. The entrepreneur hopes that perhaps the in-depth analysis of his demands will make the opponent agree to fulfill them.

The use of the win-lose technique of objective rules may also prevent the other party from using dirty licks - for example, a sudden change of an empathetic team member into an aggressive negotiator who will toughly negotiate the most important terms of the contract. However, this tactic should not be used to manipulate the partner.


If the other party does not want to bend the rules of the talks, remind them that these are only your internal arrangements that can be negotiated. Try to change the rules of the meeting.

Use also win-win negotiation techniques - agenda, brainstorming, backstage conversation to block the tactics of objective rules.