A Negotiation Game Plan

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MTL: The Professional Development Programme
A Negotiation Game Plan
A NEGOTIATION GAME
PLAN
Quick, versatile, and fit

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Learn.
ANegotiation
Game Plan
Introduction: If you want to succeed at negotiations, you need to understand that
negotiations are like a game. And, just like any game, the prizes go to the side that
understands the rules and plays better. In this topic, we’ll look at 7 rules taken from
the game of squash that can be applied to the game of negotiations.

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RULE 1: GET
FIT
Good negotiating is an art that is learned from
experience. Like any game, the more matches
you play, the fitter you get. Fortunately, you can
practise negotiations in everyday situations, from
booking a holiday to buying a car, to ordering a
meal. Each time you practise, try a new tactic or
skill and let experience be your teacher.
Practise, rehearse, role play, visualise, train
Flickr attribution: /soldiersmediacenter/8724915525/

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How Lying Can Catch You Out in Negotiations
It’s sometimes difficult to decide exactly how to answer your negotiating opponents’ questions without giving
your whole position away. Rather than telling them exactly what they want to know, it is better to avoid an
answer. Deliberately deceiving them with outright lies is not a good response, as this story from an old Alfred
Hitchcock film shows.
A man came across a rare antique desk
at a second-hand sales shop. He
bargained to get the best price, telling
the owner that he only really wanted
the legs, not disclosing the true value
of the object.
After striking an agreement, he
arranged to pick up the desk the next
day. When he arrived, he found that
the owner had cut the table in pieces.
“What have you done?” the man
exclaimed in horror.
“Well,” the owner replied. “We noticed
you had a very small car and thought
that it would be difficult for you to get
the whole desk in, So, since you only
wanted the legs...”

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RULE 2:
FOLLOW THE
BALL
In squash, it is what happens to the ball that
matters not what happens to the player. In the
same way, in negotiations, it is the issues that
are important not the personalities. Your
opponents may try to use every trick in the book
to unsettle you. They may flatter you, charm you,
cajole you, ridicule you, threaten you, reward
you, belittle you, sweet-talk you. All of this is to
get you to budge on the issues and concede to
what they want. Keep your eye on the ball and
don’t give ground.
Clarify where you are at each step
Flickr attribution: /misterian/4084201277/

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RULE 3:
COVER THE
GROUND
The best squash players are the most versatile
ones. They can serve, block, defend, attack, rally,
wait their turn, go for a winner. The same is true
of top negotiators. They have a repertoire of
arguments, tactics, gambits and positions; they
can move forwards, backwards and sideways at
will; and they never find themselves trapped in a
corner or short of a creative solution out of an
impasse.
Be versatile
Flickr attribution: /132625266@N03/17094452689/

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RULE 4: LOOK
AHEAD
The skilful in all sports are those who are able to
think ahead and see possibilities. The same kind
of anticipation is valuable in negotiations. Before
you make a proposal to the other side, anticipate
how they are likely to react and be ready with
your answer. When you think ahead, you give the
impression of being on top.
Imagine how they might respond to your proposals
Flickr attribution: /usairforce/7269852732/

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Go To the T
The "T" is the centre of the squash court.
Whoever occupies it has command of play.
The person on the T is in the best position to
play the ball anywhere in the court without
moving themselves. It is the place every
negotiator should aim to be.
It is better to be…
1. questioner than responder
2. listener than talker
3. still than on the run
4. in control of events than at the mercy of
events
5. thinking than doing
6. in the centre than on the edge
7. in the eye of the storm than in the storm.
Beware of giving any kind of information to the other side
without something in return. Learn how to respond to the other
side’s questions by first saying something neutral such as, “Well,
it very much depends on the situation…” and then asking them a
question of your own.

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RULE 5: DON’T
RELAX
There is just a brief moment after you play a
good shot in squash when you become
vulnerable. You allow yourself a congratulatory
smile for being on top. This is when you can let
down your guard. It’s the same in negotiations.
Appear relaxed but don't relax; don't rest on
your laurels; don't think you've won; don't feel
pleased with yourself; don't look back. You have
a job to finish, so toughen up.
Don’t drop your guard
Flickr attribution: /rimuhosting/9255269052/

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Why You Should Never Show Your Feelings
There is just a brief moment after you play a good
shot in squash when you become vulnerable. You
allow yourself a congratulatory smile for being on top.
This is when you can let down your guard.
Don't relax; don't rest on your laurels; don't think
you've won; don't feel pleased with yourself; don't
look back. You have a job to finish.
In negotiations, there is always a danger of believing
things are going your way and so relaxing your guard.
For example, when you look round your dream house,
and realise it's what you want, it is hard not to show
it. This hands power straight into the hands of the
astute seller who will simply extract a higher price
from you.
Keep your feelings to yourself until the end.
Try to control your body language: stay in neutral

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RULE 6: THINK
IT THROUGH
Every shot you make in squash should be made
mentally before you make it physically. Do the
same in negotiations. Whenever you make a
proposal or reply to one, think it through. Don't
dismiss a proposal from the other side out of
hand or simply because you distrust them: think
it through. Don't give instant or off-the-cuff
responses; stop and think it through. Don't talk
on behalf of your colleagues, they may have
ideas you hadn't thought about; adjourn and
think it through.
Play the game mentally as well as physically
Flickr attribution: /dohastadiumplusqatar/8424512966/

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Versatility
The best squash players are the most
versatile ones. They can serve, block,
defend, attack, rally, wait their turn, go for a
winner.
In negotiations, the advantage goes to the
side who are most versatile. Through
preparation, practice and experience, they
have a repertoire of arguments, tactics,
gambits and positions; they can move
forwards, backwards and sideways at will;
and they never find themselves trapped in a
corner or short of a creative solution out of
an impasse.
The squash player uses ball and racquet;
the negotiator uses his or her wits.

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Deception in War and Negotiations
Sun Tzu was a general, strategist, and tactician and is thought to have written "The Art of War" in 513 BC. It is
commonly thought of as the definitive work on military strategy. Here are 10 tactics of deception.
10. Pretend
inferiority and
encourage his
arrogance.
9. Anger his general
and confuse him.
8. Where he is
strong, avoid him.
7. When he
concentrates,
prepare against him.
1. All warfare is
based on deception.
2. Therefore, when
capable, feign
incapacity.
3. …when active,
feign inactivity.
4. When near, make
it appear that you
are far away.
6. Feign disorder and
strike him.
5. When you are far
away, that you are to
lure him.

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RULE 7: STAY
IN CROUCH
The "crouch" position in squash is the ready
position. You should start in crouch and stay in
crouch until the match is won. The equivalent
position in negotiations is the "tough" position.
The opposition will try to weaken your position
by every trick: mentally, emotionally, and
physically. Aim to stay tough.
Aim to stay tough
Flickr attribution: /dohastadiumplusqatar/7745622016/

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Call Their Bluff
When your opponents “try it on”, for example by
saying they can’t consider any more, there’s one
thing you can do that will stop them dead in their
tracks: call their bluff and walk away.
Here is an example of “calling someone’s bluff”.
A man in an insane asylum kept claiming that he was
Jesus Christ. Two psychologists were summoned to
find out more. After talking to the man for a while,
they asked, “So you really think you’re Jesus Christ?”
The man replied, “Yes”. The psychologists left and
returned a short while later with some roughly hewn
posts and some nails. As they approached the man,
he blurted out, “Hold on, I’m reconsidering my
position!”.
WALK-AWAY
POWER
Did you know? The word “bluff” comes
from an American poker term based on the
Dutch word, “bluffen” meaning “to boast”.

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This has been a Slide Topic from Manage Train Learn
AFinal
Word
Just as in any sport or game, winning at negotiations depends on knowing, using, and mastering
the rituals, tactics and gambits of the process. Practise these rules until they are second nature to
you, and you’ll not only win at squash, you’ll also be a top negotiator.

A Negotiation Game Plan

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