Ploys are often used in negotiations, especially complex ones involving many people. Some of the more common ploys are…
*Good cop/bad cop Add-ons (trying to add on additional benefits/costs later)
*Deadlines (using time as a pressuring tool) Russian front (two choices are offered, one is bad to force the other)
*Empty larder (convince the opponent by saying that you have nothing more to offer)
*Higher authority approval (any agreement over X dollars must be approved by the home office)
More often than not the use of ploys involves approaches that are not 100% honest or upfront. While not necessarily outright lies, sometimes the full truth is simply omitted.
1. How do you feel about the use of ploys in negotiations?
2. Would you use ploys? If so, do you hink some are better (either more effective or more ethical) than others?