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Some negotiators just love to play tactical games. In this article we will look at one their favourite negotiation tactics ?the Salami technique ?and think about how to rebuff it.

Salami sausages are big things (often spicy) that are eaten a slice at a time. They would be indigestible if taken in a single large piece. This aspect has led negotiators to use the name for a negotiation technique that tries to do just that: to win concessions in small doses (slices) when the other party would probably reject them if they were put on the table all at once. The technique is often used against a party that is mainly concerned with damage limitation.

Consider a tough union negotiating with management. Management would really just like to keep the status quo (damage limitation) but the union negotiators would like a whole host of goodies to take back for their members. These could include a pay rise, more holidays, flexible working hours Cheap Jerseys China , private health membership, better pension arrangements, improved canteen Cheap Jerseys , increased allowances and so on. It is not difficult for the union to make a case for each of these and they can probably add to the list.

If the union negotiators use the salami tactic they will present just one of their demands for discussion and push hard to reach agreement. Lets say they focus on a 6% pay rise and after a long discussion and some haggling they agree on 4%. Deal done, except there is more to come. Thats just the first slice of the salami and there is a whole sausage in the cupboard.

The next slice might be the holiday arrangements. The current 23 days is from a bygone age. Other employers?i> have agreed to 25 days plus public holidays. Lets say they eventually reach agreement at 24 days this year and 25 days next year. Good! The managers might by now be congratulating themselves on their rusty negotiation skills and their damage limitation but the union representatives have been busy polishing their negotiation skills.

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