BULETIN ğTIIN IFIC - Universitatea George Bacovia

Advantages and disadvantages of face-to-face business communication 65
3.2. The tactics used in the distributive negotiation are called by Ch. Dupont
“pressure, coercive, destabilizing, conflict tactics” 5
3.2.1. Threat with the following variations
a) The warning
e.g. “Your attitude will have serious consequences.”
b) De-counselling
e.g. “We do not advise you to make this decision because it will not be in your advantage.”
c) The direct threat
e.g. “We shall act in such a way that your reputation be ruined.”
d) The injunction/opposition
e.g. “You shall act as we say, otherwise you may regret.”
e) Showing the accomplished fact
e.g. “We have already announced our clients that the delivery date is 2 nd of March”
f) The negative appeal to norms
e.g. “What you ask is against our usage.”
g) “Everything or nothing”
e.g. “In this case our price is not negotiable.”
h) The use of surprise (by introducing new facts)
e.g. “You know that now the ROL – dollar rate is …”
i) The change of the decisional plan
e.g. “We gave to inform you that we gave up the items concerning the delivery.”
j) The sudden change of position
e.g. “In this case we shall give up to grant you a price reduction.”
k) Asymmetrical concessions
e.g. “We could grant you a discount, if you placed a larger order.”
l) The avoidance
e.g. “We regret, but we cannot decide on this particular matter.”
3.2.2. Time-based tactics
a) The temporising
b) “Speeding up”
c) Finding a good reason for interrupting the negotiation
e.g. “As a am to go abroad, we shall discuss the details on my coming back.”
d) The pretext
e.g. “We have to wait for our general manager’s coming from abroud, as I cannot take this
decision on my own.”
e) The withdrawal
e.g. “We are not able to participate in the negotiations tomorrow, as a special situation
occurred.”
f) The diversion
e.g. “If you don’t mind, I’d like to come back to the clause referring to the terms of delivery
we discussed yesterday.”
5 Dupont, Ch. (1990): La négotiation, conduite, théorie, applications, Dallez, pp. 83-84.