Clubs
👥 Warwick 👥 Gold 👥 Student How they work Membership Rules Start Your Own
Cards
What are Negotiation Cards? How Negotiation Cards Work Negotiation Cards - Practice Deck Negotiation Training Cards
Courses
FREE Taster Businesses & Corporates Graduate Programmes Students Lone Wolf Negotation Courses
More...
About Blog Tactics Podcast Consulting Role Plays
Get In Touch

Negotiation Tactics & Techniques

 

 

Knowing a tactic is theory. Executing it under pressure is skill.

 

 

This page is an overview of negotiation tactics with links to detailed guides.  Each tactic includes a short explanation and a link to learn how to practise it.

Find a Negotiation Tactic

Select a section below to explore and practise different negotiation tactics.

 

How to Use These Negotiation Tactics

 

Each tactic below includes a short explanation and a link to a detailed guide.

  • Use this page to explore and identify tactics
  • Visit individual pages to understand in detail how to apply them
  • Practise them in short, structured negotiations

 

"Progress comes from repetition, not recognition."

 

Start Here: Foundational Negotiation Tactics

  

Open Questions

Encourage the other party to share more information and reduce assumptions early in the negotiation.

Learn how to use Open Questions

 

Summarising

Clarifies understanding and demonstrates active listening, helping to build trust and alignment.

Learn how to practise Summarising

 

Silence

Creates space for thinking and often encourages the other party to reveal more than intended.

Learn how to use Silence effectively

 

Clarification Questions

Ensures accuracy by checking meaning rather than making assumptions.

Learn how to ask better Clarification Questions

 

 

Questioning Techniques

 

Open Questions

Encourage detailed responses to uncover motivations and priorities.

Learn how to practice Open Questions

 

Closed Questions

Used to confirm specific details and control direction.

Learn how to practice Closed Questions

 

T.E.D. Questions

Structured prompts that encourage explanation: Tell, Explain, Describe.

Learn how to practice TED Questions

 

 

Listening & Understanding

 

Active Listening

Demonstrates attention through verbal and non-verbal signals.

Learn how to practice Active Listening

 

Summarising

Reinforces understanding and alignment.

Learn how to practice Summaries

 

Mirroring

Repeating key words to encourage expansion.

Learn how to practice Mirroring

 

 

Control & Influence

 

Anchoring

Sets a reference point that influences the direction of the negotiation.

Learn how to practice Anchoring

 

Establish a Range

Creates boundaries to guide expectations.

Learn how to practice a Range technique

 

Conditional Language

Links movement to reciprocity.

Learn how to practice Conditional Language

 

Pause, Consider, Respond

Prevents reactive decisions under pressure.

Learn how to practice Pause, Consider, Respond

 

 

Negotiation Dynamics

 

Tactical Silence

Creates pressure during the negotiation.

Learn how to practice Tactical Silence

 

Strategic Silence

Encourages disclosure in the negotiation.

Learn how to practice Strategic Silence

 

Professional Flinch

Signals resistance without immediate rejection.

Learn how to practice a Professional Flinch

 

Saying No

Maintains boundaries and resets expectations.

Learn how to practice saying "NO"

 

Parking

Moves difficult points aside to maintain progress.

Learn how to practice Parking

 

 

Relationship & Trust

 

Build Relations

Creates a foundation for long-term outcomes.

Learn how to practice Building Relations

 

Positive Regard

Maintains respect regardless of disagreement.

Learn how to practice giving Positive Regards

 

In My Shoes

Encourages perspective-taking and empathy.

Learn how to practice being In Their Shoes

 

 

Over 50 Negotiation Tactics to Practice.

"The truth: Knowledge without practice is of no value." - Olga Neufeld (Club Member)

We use a growing selection of negotiation tactics to practice at The Negotiation Club.

More are being added each week as they are discussed at The Negotiation Club Podcast.

A negotiation tactic card that describes the use of Open Questions as a tactic in a negotiation
A negotiation tactic card that describes the use of Closed Questions as a tactic in a negotiation
A negotiation tactic card that describes using Mirror Words as a tactic in a negotiation

WARWICK Negotiation Club

30 day FREE trial. Cancel when you want. PRACTICE makes you GREAT!

£48.00 GBP every month
A negotiation tactic card that describes use of odd numbers in negotiations
A negotiation tactic card that describes how to use tactical silence in a negotiation.
A negotiation tactic card that describes how to use strategic silence in a negotiation.
A negotiation tactic card that describes the use of Fair in a negotiation.

STUDENT Negotiation Club

PRACTICE with us because EMPLOYEES want SKILLED graduates!

£9.99 GBP every month
A negotiation tactic card that describes pausing, considering and then responding in a negotiation
A negotiation tactic card that describes threatening as a tactic in negotiations
A negotiation tactic card that describes the use of Anchoring as a tactic in a negotiation
A negotiation tactic card that describes the use of a Range as a tactic in a negotiation
A negotiation tactic card that describes the use of a Summary as a tactic in a negotiation
A negotiation tactic card that describes saying NO as a tactic in a negotiation

GOLD Negotiation Club

Tactics ALWAYS take PRACTICE... JOIN our club and try them NOW!

£44.00 GBP every month
A negotiation tactic card that describes the use of a Professional Flinch as a tactic in a negotiation
The ‘Broken Record’ Negotiation Card, designed as a reference point for practising consistency and firmness in negotiation sessions.
A negotiation tactic card that describes Satisfaction as a tactic in a negotiation
A negotiation tactic card that describes using "If you, then we" as a tactic in a negotiation
A negotiation tactic card that describes how to use 'Either/or' as a tactic in a negotiation
A negotiation tactic card that describes managing emotions as a tactic in a negotiation
A negotiation tactic card that describes using a Split The Difference statements as a tactic in a negotiation
A negotiation tactic card that describes giving a False Choice as a tactic in a negotiation
Negotiation Card titled “Active Listening” featuring practical guidance on focusing attention, pausing, observing non-verbal cues, clarifying, summarising, empathising and adapting responses in negotiation.
A negotiation tactic card titled “Weaponised Confusion” featuring tips for using unpredictability in negotiations as a strategic tool.
A negotiation tactic card that describes how to use Bluffing in a negotiation
A negotiation tactic card that describes using Positive Regards as a tactic in a negotiation
Negotiator holding calm eye contact after delivering an offer and pausing
Final Offer negotiation card used to practise stating clear limits and testing agreement in negotiations.
Negotiation tactic card illustrating Staged Authority and the management of decision-making authority over time
A negotiation tactic card that describes using Take It or Leave It statements as a tactic in a negotiation
A negotiation tactic card that describes using a Reality Testing statements as a tactic in a negotiation
A negotiation tactic card that describes Deflecting a Question as a tactic in a negotiation
A negotiation tactic card that describes Red Herring as a tactic in a negotiation
A negotiation tactic card that describes Soft Language as a tactic in a negotiation
A negotiation tactic card that describes Seeking Out Rejection as a tactic in a negotiation
 

Negotiation Tactics Featured on The Negotiation Club Podcast

We’re excited to announce the addition of our exclusive Negotiation Club Podcast Negotiation Cards to the Negotiation Tactics page. Inspired by insightful discussions with our podcast guests, these special cards capture real-life experiences and techniques shared by seasoned negotiators. Each card highlights a specific tactic discussed on the podcast, providing practical guidance and examples. Continuously updated with new insights, these cards are an invaluable resource for anyone looking to enhance their negotiation skills with tried-and-true strategies from the experts.

Listen To The LATEST Podcast
Negotiation Card promoting the Self-Assessment Muscle, a technique for developing negotiation skills through consistent reflection and evaluation.
A blue negotiation card titled “Self Assessment Muscle." The card guides negotiators through four steps: setting a focus, describing their performance, identifying key moments, and planning one change for next time. It encourages negotiators to take ownership of their development by evaluating their own effectiveness before asking others for feedback.
A blue negotiation card titled “Amnesty” with the heading “No Blame, Just Clarity.” The card advises negotiators to hold pre-negotiation amnesty sessions where all relevant information—good or bad—is shared without blame. It encourages curiosity over judgment, managing emotions, and using these insights to reduce hidden risks and align internal stakeholders before entering the negotiation.
A blue negotiation card titled “Create Tension” with the heading “Controlled Pressure.” It outlines tactics like using strategic questions, setting deadlines, signalling competition, and managing silence and body language to create productive tension in a negotiation. A practice tip reminds negotiators to adjust tension levels based on the other party’s response.
A negotiation tactic card titled “Em & Pathy” with prompts for the negotiator to consider what the other party might be feeling or needing, encouraging a perspective shift to better understand the motivations behind their behaviour and responses.
How to use Cognitive Bias as an Anchoring Reference in negotiations
Negotiation Card detailing the use of the final concession called the Last Penny in a negotiation.
Negotiation Card detailing the use SWOT as a negotiation skill
Negotiation Card detailing the use patience negotiation skill
Negotiation Card detailing the use your birthday in a negotiation
Negotiation Card detailing the use your birthday in a negotiation
Negotiation Card detailing the use of LinkedIn to Build Rapport in negotiations
Negotiation Card detailing the use of LinkedIn to Build Rapport in negotiations
Negotiation Card detailing the use of LinkedIn to Build Rapport in negotiations
Negotiation Card detailing the Crescendo Effect in negotiations as described by Mark Davis
Negotiation Card detailing the use of Conditioning Language in a negotiation practice.
The 'Slow Down' Negotiation Card by Moshe Cohen
The BEST Label Negotiation Card by Remi Smolinski
The BEST Label Negotiation Card by Remi Smolinski
The 'Parking' Negotiation Card by John Skinner
The Closing Accusation Negotiation Card by Mike Inman
The Use of Name Negotiation Card by Michael Phillips
The TED Questioning Negotiation Card by Fred Copestake
The Building Relationships in Negotiations Card by Tobias Threlfall-Holmes