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If you are part of a team, use the time to discuss matters and brainstorm with the other team members. If you are working alone, get up from the table and walk around the room, look out the window, or simply go to the water fountain or the bathroom down the hall.

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Mayra Sandoval

It consists in using a strategy or acting as a way that is not expected by the other negotiator.
Is a sudden shift of course , drastic or even dramatic. It's not suppose to be loud, it's ussually more of a sutill twist of things.

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Angela Vera

Several paths intersect, entwine, or entangle. This tactic introduces several matters or issues into the discussion. This forces the other side to see a myriad of issues and concentrate on one of them. In order to feel like they are making progress, that other party will tackle one issue and get the negotiation ball rolling. Then they are more vulnerable and open to others you have placed on the table.

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Opposite of association. One party tries to belittle, discourage, or ruin another party by linking them with someone or something undesirable.  Disassociation will be the first tactic out of the bag when the negotiation begins. The first party must assure the other side that “we are the good guys.”

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Mercedes Soler

Is to redirect the discussion to what alternatives remain. This can help switch a negotiation that is starting to be negative to a positive course.
If there are no other alternatives, be creative and try make one.

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Mayra Sandoval

It consists in making an act wether of offerring or declining something, and waiting for the response of the person you are negotiating with.

This technique it's quite risky, since it consist in making a jump of faith hopping it will come out as a pleasant result.

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Angela Vera

It’s pretty straightforward: one party tries to belittle, discourage, or ruin another party by linking them with someone or something undesirable.

In some negotiations, when a company comes under investigation. Other companies will try to distant itself from them. The first party must assure the other side that “we are the good guys.”

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You get extra information about the topic, asking a lot of question taking care of what you are saying. The idea is to know the other person's limits, goals, and additional information. This is the most common tactic.

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David Aaron de la Cruz Garza

Silence demonstrates self-control, confidence, discipline, and calm. And if you can appear to be gifted with those characteristics, you will be considered a gifted negotiator.
One of the greatest mistakes often made is talking too much..
Silence, when required, can be a great tool for an effective negotiation. Sometimes you just have to listen, think and analize, then make your move.

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David Aaron de la Cruz Garza
This means taking one slice at a time so at the end you can end up with the whole salami. This kind of negotiation works very well when multiple elements of cost are involved such as cases concerning construction. You can negotiate not only the overall cost of a project but also such things as design, materiales, labor, etc. Little by little, you gather all the information you need and make a deal.

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David Aaron de la Cruz Garza

When negotiating asking a "what if" question may be effective when you do it at the appropriate moment. You must be carefull to avoid misinterpretation. An effective hypothetical question can help the negotiatior extend the range of vision so both parts will see the bigger picture and work out a resolution.

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Asociación- Diego Velazquez                    Cuando una de las partes le informa a la otra que ya ha hecho negocios con otra parte la cual respetan. Una manera de influir en los demás. Un ejemplo es cuando un padre le da a su hijo menor el ejemplo del hermano mayor para que este lo siga. 

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Asociación- Diego Velazquez                    Cuando una de las partes le informa a la otra que ya ha hecho negocios con otra parte la cual respetan. Una manera de influir en los demás. Un ejemplo es cuando un padre le da a su hijo menor el ejemplo del hermano mayor para que este lo siga. 

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Probing/Testing- Diego Velazquez  One of the most common way to make a negotiation. The person makes questions to acquire more information, this helps you to identify the others person goals and limits. Be confident, no to unstable.

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Probing/Testing- Diego Velazquez  One of the most common way to make a negotiation. The person makes questions to acquire more information, this helps you to identify the others person goals and limits. Be confident, no to unstable.

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Is to take a moment or a break for a few minutes or maybe longer. When in a team discuss matters and brainstorm with your team members. When working alone, take a moment to walk around the room, drink water, just liberate your mind.
When you take this moments you can often generate new ideas and fresh insights.

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Fernando Isaac Velazco Marroquin

Ambas partes juntas deben rectificar y corroborar lo que ya se ha acordado, así como los intereses mutuos, de este modo facilita futuras resoluciones y se forma una resolución donde refleja que no se desperdicio el tiempo y se lograron los objetivos.

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Ana Sofia Lopez Negrete

This tactic could be a common one.  In this tactic one  person tries to acquire additional information, if you have more information you have a better position in a negotiation, and more possibilities to win in a negotiation

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Dulce Candelas
The point of a reverse auction is to drive down supplier prices to their absolute lowest while driving expectations of suppliers to their highest. As the process (typically) removes human interaction from the equation, sellers often feel at a complete loss to do anything but participate in the auction or walk away.

There's a lot more to it. Below you'll find negotiation strategies you can use before and during the reverse auction process to get the best results for you and your buyer.

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Fernando Isaac Velazco Marroquin

Este método se enfoca en ubicar puntos donde ambas partes están de acuerdo, mediante esta técnica el progreso se hace de una forma mas suave y con puntos en común

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The person you are negotiating with has a big barrier and wants to negotiate under his rules, wherever and when he wants. Sometimes they don't even want to talk directly. This complicates the negotiation.

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Laura Guadalupe Flores García - Randomizing

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Laura Guadalupe Flores García - Randomizing

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This is the negotiating method used by someone who is trying to sell a food product in a super-market or on the sidewalk.
Then, after tasting it, the prospective buyer may be motivated to buy a bagful.

There are some negotiations in which the party who is selling products actually brings merchandise, films, or other material for the purpose of convincing the buyer of the quality and performance of his product.

It is an age-old method of closing a deal in business negotiations by letting the other party use the product free of charge.

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Se utiliza para obtener mas información del otro, puede ser haciendo preguntas o situaciones hipotéticas. La idea es entender la situación de la otra persona, sea objetivos, limites, posibles compromisos etc. Se tiene que procurar con este método un no ser agresivo o hace que el otro se sienta incomodo

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Mariana Villarreal

The most common tactic is when a person attempts to acquite additional information. This is a strategy that helps to to identify the oponents goals and limits. The important thing is not to sound very unstable and also, not to inflame the other by going to deep. Questions that seek the response that will give a broader vision of what the other wants, for example "What if....." Keep in mind that when using these expressions you don´t intimidate, undermine, criticize, offend or cause discomfort.

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Adriana Salas

This technique involves picking a sample and assuming that it represents the whole. Usually it is use by someone who is trying to sell a food product in a   supermarket, by offering their products free.
It is an old method of closing a deal in business negotiations by letting the other party use the product free of charge.

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Ana Sofia Lopez Negrete

In this strategy you  convince the other person that you have withdrawn in a negotiation, when actually you haven’t  withdrawn
You use this strategy when you are trying to regain  control of the situation in a negotiation

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Mercedes Soler

To negotiate with conditions like a certain location, at a certain time, in certain manner, or with certain specifications. It can also be when the negotiation is limited to only the attorney, agent, or some other third person of each party.

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Ariadna Borrego N
The most common tactic.
A person attempts to acquire additional information.
Questions that pose hypotheticals, pry for more details, and seek deeper clarification. Help to identify the other party´s goals, areas of possible compromise and limits.
One of the most important tactics.

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Mayra Sandoval

When the person negotiating sets boundaries about the subjets that are at stake. It also aplies for making conditions about the time, place and certain manners that will or will not be allowed.

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Feinting is best summed up by a simple phrase: “Look to the right, go to the left.” The three elements involved in most negotiations are concealment, disclosure, and diversion. Feinting is the diversion part, and it occurs whenever someone attempts to divert the other party’s attention toward some other issue or matter. In many circumstances, you would use feinting at a time when the other party is getting close to the main source or something that is very important or sensitive to you.

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Dulce Candelas

Silence is a tactic used to measure the other person's confidence in their position; a means to testing their power base. People have an innate need to keep conversations going.

Silence begs a response. When the other person makes a proposal or offer they expect you to respond; to counter or accept. The reaction to your silence is telling. Watch both the body language and verbal response to sense where they are in the negotiation.

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Angela Vera

In some situations, this technique may be risky because it forces you to act and then to wait and see what the response may be.

This technique could also be called “taking a chance.”  Fait accompli is risky, and if the climate isn’t right, it could cause much embarrassment. So, use this technique prudently!

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When being part of a team, take a break to discuss with other team members. When working alone, take your time to walk around the room or go to the bathroom to generate new ideas.
David Murra

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Mariana Villarreal

Strategy that involves a sudden shift in whatever course. It is drastic, cmotionally dramatic and swift. It can simply be lowering the tone of voice, speak slowly or emphasizing a word.
The idea of this negotiation is to make yourself ledd predictable so that the other does not get confident. Usually when someone pushes you "emotional buttons" they hope to make you loose control, why not surprise them?

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Ariadna Borrego Nájera
In a negotiation, you can go forward by going backward.
Act in opposition to what may be considered to be the popular trend or goal.

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In a negotiation, this tactic is used when a party advises you that a group, company, association, or other party whom you know and respect well has previously done business with them. Association is a powerful magnet not only in drawing attention to what is said but also in influencing others. And no other industry understands such power better than the advertising community. They pay millions of dollars to well-known personalities who positively advertise their products.

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Setting limits is when someone states he will negotiate only under certain conditions, in a certain location, at a certain time, or in a certain manner. It could also be when a party limits the venue of the negotiation so that they communicate only through their attorney, agent, or some other third party.

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Adriana Salas Cortés

Is when someone states he will negotiate under certain conditions, in a certain location, in certain time or in a certain manner.
In a negotiation this can happen if one of the parties only wants to communicate through a third party.
This technique can really challenge the power dynamics of a negotiation.
This technique can be verbally or nonverbally. If it´s nonverbally its called "silent barter".

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Ana Sofia Lopez Negrete

When you are using this strategy, you act in opposition to what it may be considered to be the

popular trend or goal.
In this strategy timing is a very importante factor, because it has to be perfect.

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Dulce Candelas

Surprise can be a powerful tool that can be used to allow one side of the table to maintain pressure on the other side of the table. The thinking is that by dropping a surprise on the other side, you’ll be able to put them off balance and as they try to deal with the new situation, you can pounce and attempt to get the concessions or deal that you want out of the negotiations.

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In some instances, simply changing locations might help overcome the impasse and save your negotiation. Getting out of the conference room or office and walking to the manu-facturing area, touring the accounting department, or looking at engineering drawings may influence attitudes. Even simply standing up by the coffee machine may do it. Consider the fact that negotiations conducted while standing up don’t last as long as those when seated!

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Risky technique
It forces you to act and then to wait and see what the response may be. This technique could also be called “taking a chance".
Use this technique prudently.

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Fait Accompli

Risky technique

Taking a chance

Act and then wait to see what the response may be. Hopping that the other part will act the way you think is the best for both parts

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In a negotiation, this tactic is used when a party advises you that a group, company, association, or other party whom you know and respect well has previously done business with them. Association is a powerful magnet not only in drawing attention to what is said but also in influencing others. And no other industry understands such power better than the advertising community.

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Randomizing involves picking a sample and assuming that it represents the whole. This is the negotiating method used by someone who is trying to sell a food product in a super-market or on the sidewalk. The seller offers something to eat for free to those who are passing by. Then, after tasting it, the prospective buyer may be motivated to buy a bagful. However, the sample might have been a particularly sweet or fresh batch. When the con-sumer gets home and tastes the bagged product, he might find that it is not as good as the morsel he was given by the seller.

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The most common tactic is one in which a person attempts to acquire additional information. Questions that pose hypotheticals, pry for more details, and seek deeper clar-ification are the stuff that probing/testing is made of. This strategy can help you to identify the other party’s goals, areas of possible compromise, and limits.
This strategy narrows the distance between negotiatiors.

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Whenever this strategy is used there is mixture of forbearance, self-discipline, and decep-tion involved. The strategy is an attempt to convince the other person that you have with-drawn, when actually you haven’t. The hope is that the other team will scramble to keep you in the negotiation

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Laura Guadalupe Flores García - Setting Limits

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Laura Guadalupe Flores García - Setting Limits

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Setting limits is when someone states he will negotiate only under certain conditions, in a certain location, at a certain time, or in a certain manner.
This technique can really challenge the power dynamics of a negotiation. And it can be done verbally or nonverbally.

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When a person uses the blanket technique, he or she tries to hit the other party with as many issues as possible, believing that some of them will stick and be resolved.

Example: A young man who would always select a seat at a movie theatre next to a beautiful woman. In the event you are wondering how he did it in a darkened theatre, the man would choose his seat while the lights were on, before the movie started.

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Feinting is best summed up by a simple phrase: “Look to the right, go to the left.” The three elements involved in most negotiations are concealment, disclosure, and diversion. Feinting is the diversion part, and it occurs whenever someone attempts to divert the other party’s attention toward some other issue or matter. In many circumstances, you would use feinting at a time when the other party is getting close to the main source or something that is very important or sensitive to yo

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Quick Close

The quick close is sometimes saved for when a stalemate must be managed. It is applicable to a situation that seems to be going nowhere, when something has to be done quickly. The quick close occurs when compromising measures are necessary, and so a negotiator will say, “Let’s split the difference and get this contract signed,” or, “We’re willing to meet you halfway.” During our seminars, we have asked attendees if this tactic had worked well for them. The overwhelming response from them has been positive. They claim this tactic remains part of their negotiating techniques. Usually, by the time the quick close is used, both par-ties are ready to resolve issues; neither is threatening to walk away. And there is usually an urgency involved because of time or financial constraints.

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When using this strategy, you act in opposition to what may be considered to be the popular trend or goal.
For example, successful investors usually buy when everyone is pessimistic and sell when the prevailing atmosphere is optimistic.
The strategy of reversal may sound easy to execute, but in reality it is extremely diffi-cult. Timing has to be perfect. Technically, the power dynamics must shift for reversal to work.

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This strategy involves a sudden shift in whatever course you may have taken. It is swift, drastic, and even emotionally dramatic. However, it doesn’t have to involve a loud, high energy shift. The surprise actually can simply be lowering the tone of your voice and speaking much more slowly, with greater word emphasis. The idea is to make yourself less predictable so that the other party doesn’t get too confident in their assumptions and de-mands

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Ivonne Oropeza
Referred to as “waiting in haste,” requires a great amount of patience in order to work well. This strategy used by young negotiators who are in a hurry to get things done as quickly as possible. The circumstances and elements involved in the use of this strategy are capable of provoking anger, frustration, and impetuous action. But when used properly, the rewards are great.
Forbearance is effectively used by the Quakers, a religious organization, during meetings when they are divided in reaching agreement. At such times, they will declare a period of silence before continuing.

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Adriana Salas Cortés

“Look to the right, go to the left”.
The three elements that are involved in most of the negotiations are concealment, disclosure and diversion.
In this technique the one that is use is diversion, and it occurs when one of the parties attempts to divert the other party´s attention toward some other issue or matter.
Feiting can be accomplish by a conscious "slip of the tongue", especially when a third party in the transaction.

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Ariadna Borrego N
An attempt to convince the other person that you have withdrawn, when  actually you haven´t
Hope is that the other team will sramblle to keep you in the negociacion.

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Mariana Villarreal

Silence is a powerful tool. One mistake often made when negociating is talking to much, most successful negotiators are not only great speakers but also great listeners. Words can even become our worst enemies.
Silence also demonstrats confidence, self-control, discipline and calm.