Dirty Little Tricks People
Play in Negotiating

At a recent AUTM (Association of University Technology Managers) conference, some of the “dirty tricks” used in negotiating were outlined by Robert MacWright, John Ritter and Alan Bentley. It is important to note the following:

“They aren’t really dirty tricks, they are really
common negotiating strategies and tactics but
they can feel like dirty little tricks when they
happen to you”

Why do people do these things?

• Negotiation is an inherently human, and hence emotional process
• When logic and persuasion fail, these are the only tools left

Why talk about them?

• To help us accept and understand the strains and complexities of the negotiating process
• To help us realize that we are all vulnerable to the same challenges, risks and injuries
• Thinking of them as “dirty little tricks” helps us laugh at our plight

FUNDAMENTAL DIRTY TRICKS
Click here: >> to download the list of fundamental dirty tricks.