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Mikhail Kryzhanovsky. "KGB technologies: Diplomatic tricks".
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05/06/2010 07:45 AM
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Tricks in diplomacy are usually used to distract your hard working team, shift the emphasis of the negotiation in order to shape the deal on terms of your adversary or manipulate your team into closing negotiation and accept terms you don’t really like. And the tricks are:
“Leap” - your adversary is losing and starts “jumping” from one point to another
“Pile” - your adversary “piles up” problems, tries to provoke a chaotic discussion or stop negotiations
“Empty chair” - a day or two before negotiations start your adversary informs you that he’s not ready yet, trying to press you (or he wants to change location)
“Diplomatic illness” – the practice of feigning illness to avoid participation in negotiations and at the same time to avoid giving formal offense.
“Deaf” - your adversary keeps asking questions instead of answering yours
“Provocation” — your adversary doubts your team’s professional level and your ability to negotiate
“Busy guy” — your adversary breaks negotiation for an hour or two pretending he has to do some very important business (or that he got a very important call).
“Mirror” - it’s a very interesting “programming” trick. The technology is simple: you try to “mirror” your adversary’s style and behavior, adopt a similar posture, use his gestures, and follow the speed of his speech. First, he will like it subconsciously and will be more open to you. Second, you’ll understand better his way of thinking.
“Sandwich” - pressure (often — military) — negotiations — pressure
“Show” - using certain arguments your adversary appeals to your emotions
“Circle” - a very sophisticated trick: your adversary tries to “push” his proposal in different variants and finally comes back to his initial variant, trying to convince you that’s the best choice
“Carrot and stick” - threat (blackmail) plus promises (money). The guy could blackmail you also by demanding to set a deadline
“Student” - your adversary talks too much about the details, asking a lot of minor questions, trying to make you nervous and make mistakes
“Donkey” – your adversary declines the ofer to speak frst
“Ball” - encourage your adversary if he’s looking for “global decisions” and he’ll do a lot of minor favors
“Rubber” - delay, if you can’t predict the result, and press your adversary by delaying the answer
“Last train” - you can press your adversary by an ultimatum right before negotiations are over, if he really is interested in some result. “Spice” the ultimatum with some important reasons and give your adversary a choice of variants.
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