Dirty Tricks

This is a true story. Only the names have been changed. At the age of 16 William Small persuaded his Mum to teach him how to make the brownies for which she was famous. It was a family secret she shared with nobody. He wrapped them in cellophane and sold them to two local tea…

This is a true story. Only names have been changed. Nannette had enjoyed a highly successful career as a very innovative management trainer with a national retailer. She decided to go on her own and used her own funds to advertise her training workshops. Her first workshop was attended by 45 people so she doubled…

This is a true story. Only names have been changed. Wendy sells her soaps to B&Bs and boutique hotels. She started her business at home and has just purchased a small warehouse where she has installed new machinery she bought on credit. She owes a great deal but is certain she will be able to…

This is a true story. Only names have been changed. John was well aware that when unions negotiate the negotiators have to refer offers to their members. He also knew that some managers delegate buying to juniors and only become involved if necessary. In other words, he knew that some negotiators have to refer the…

This is also known has the Quivering Quill trick or the Poised Pen trick You have completed the negotiation and you are just about to sign the deal when your opponent puts down his pen and says, “One more thing”. He might say something like “Transport is included, isn’t it?” You may be sorely tempted…

George learned this trick from his first wife which is one of the reasons why she was his first wife. He said, “Let’s go away for a holiday, maybe overseas.” She replied, “I am glad you have money, but I don’t want to do away, but we do need new curtains and the lounge needs…

This is a true story. Only names have been changed. Just last week Sally, who sells shoe manufacturing plant to footwear manufacturers, told me that Bill Evans, the Production Manager of Giancarlo’s Italian Shoes had tried to pull one of the oldest negotiating tricks on her. She had quoted $72,500 for five newly designed rotary…

Every word below is true, excepting for the names. Jim, a good pal of mine, is an ace negotiator. Every Saturday morning, he and his daughter Sam purchase flowers at the city centre flower market. When the sales staff see Jim coming, they make themselves scarce as they know that every week he will pull…