Are dirty tricks in negotiations kosher?

Day after day we see ill will and bad faith in the negotiations in our marketplace and workplace.

No, dirty tricks are not kosher.

But you ask, exactly what are dirty tricks and how can you deal with them?

Several years ago we took one course in Negotiations in the MBA program at Rutgers. Each year the brilliant professor who taught the course, Daniel Levin sends emails to his former students to remind them about how to respond in a negotiation to the prevalent issue of distributive tactics or what we normally call "dirty tricks."

According to Levin, the top ten dirty tricks in negotiations are:
1. Good Cop/Bad Cop
2. Emotional Intimidation
3. Lowball (or Highball) Offer
4. Opening with a Take It or Leave It Offer
5. Exploiting the Trappings of Power
6. Increasing an Offer's Appearance of Legitimacy
7. Pretending to Have Limited Authority
8. Playing a Game of Chicken
9. Lying about Priorities
10. Nibbling
Levin gives us his priceless suggestions for responses in his Talmudic analysis here. Study it and study it some more, because everything you need to know about dirty tricks is in that grid.

We've said many times that in all of the years of our education through college and rabbinical school and graduate school at Brown, Levin's negotiations course in the MBA program at Rutgers was the most valuable course that we ever took.

We use the skills that we learned there every day.

Thank you again Dan Levin.

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