A tactic is any skillful action used to gain an end. Tactics usually occur in the middle of a negotiation, during the bargaining phase, but not always. There are two types of tactics. Overt and covert. Overt tactics are easy to recognize and must be addressed immediately. Covert tactics are subtle and may not be recognized. In this workshop, we explore how to recognize and respond to the most common tactics used by buyers.

What is coming at you? What will the other party try? Part of being prepared is answering these questions before the negotiation. You need to identify the tactics the other party is using so you can counter them during the negotiation.

• Be prepared to address price objections from prospects and customers in a compelling and professional manner.
• Help participants expect and welcome various negotiating tactics that customers and prospects may use.
• Establish confidence and competence in the minds of all attendees when negotiating.
• Identify common tactics encountered when working and negotiating with prospects.
• Develop methods for responding to commonly encountered tactics in negotiations.

• Understand how strong negotiators operate.
• Know that tactics are not personal.
• Understand how to recognize and respond to various types of negotiators

• Better relationships with customers.
• Avoid becoming intimidated when faced with skilled negotiators
• Have a plan for responding to tactics in the heat of the moment during a negotiation.