# Negotiation Tactics Cheat Sheet

> Names the 12 tactics buyers use to extract concessions in negotiation, with a recognition cue and a word-for-word counter for each.

Free cheat sheet for sales reps. Topic: [Sales Content, Playbooks & Battlecards](https://www.peerlab.ai/library/topic/sales-content-playbooks-battlecards/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/negotiation-tactics-cheat-sheet/

## How to use it

Print and keep visible on negotiation calls; the moment you recognize a tactic from the 'what it looks like' column, use the matching counter verbatim instead of improvising under pressure.

## What's inside

- 12 named buyer negotiation tactics (Good Cop/Bad Cop, Vanishing Budget, Competitor Bluff, and more)
- A "what it looks like" recognition cue for each tactic
- A "why it works" psychology note for each tactic
- A one-line, word-for-word counter for each tactic
- Covers both opening tactics and late-stage post-agreement tactics (the Nibble, Higher-Authority Pull)
- Print-and-reference format for live negotiation calls

### 12 Tactics Buyers Use Against Reps, and Your One-Line Counter

**How to use:** Recognizing the tactic in real time is 80% of the battle, most reps lose ground simply because they don't clock what's happening. Memorize the "what it looks like" column so you can name it silently to yourself mid-call, then deploy the counter.

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**1. Good Cop / Bad Cop**
*What it looks like:* A friendly champion suddenly brings in a tougher stakeholder (CFO, procurement lead) late in the deal who pushes hard on price or terms.
*Why it works:* Splits your relationship, you don't want to upset the friendly champion by pushing back on the "bad cop."
*Counter:* "I want to solve this for both of you, what specifically does [bad cop] need to see to say yes?"

**2. The Vanishing Budget**
*What it looks like:* "We only have $X, take it or leave it": presented as a hard, non-negotiable ceiling.
*Why it works:* Creates artificial scarcity and time pressure before you've established real value.
*Counter:* "Let's separate the budget number from the outcome you need, what does that number need to deliver?"

**3. The Competitor Bluff**
*What it looks like:* "Competitor X is offering the same thing for half the price."
*Why it works:* Tests whether you'll cave on price without verification.
*Counter:* "If that's a true apples-to-apples comparison, I'd match it, can you share the quote so I can see exactly what's included?"

**4. Reverse Deadline Pressure**
*What it looks like:* "We need to decide by Friday": used to rush you into a worse deal, not to reflect real urgency.
*Why it works:* Manufactured urgency pressures reps into concessions to "save" the timeline.
*Counter:* "Happy to move fast, what happens on your end on Friday if we don't move?"

**5. Strategic Silence**
*What it looks like:* Buyer goes quiet after you state a price, letting the silence pressure you into self-discounting.
*Why it works:* Most reps can't tolerate silence and fill it with a concession nobody asked for.
*Counter:* Stay silent back. If you must speak: "Take your time, what questions does that number raise?"

**6. The Nibble**
*What it looks like:* After verbal agreement, "just one more thing": an extra seat, a faster SLA, a free month, added for free.
*Why it works:* Deal fatigue makes reps want to close rather than reopen negotiation over a "small" ask.
*Counter:* "I can make that work if we adjust [term] to offset it, otherwise let's keep the deal as agreed."

**7. Higher-Authority Pull**
*What it looks like:* "Let me run this by my boss" late-stage, used to extract one more concession before final signature.
*Why it works:* Creates a second negotiation round you didn't plan for.
*Counter:* "Let's get your boss on a call now so we solve it once, not twice."

**8. Free Bundling Squeeze**
*What it looks like:* "Since we're already signing, can you throw in [extra module/service] for free?"
*Why it works:* Frames the ask as trivial relative to the deal already "won."
*Counter:* "I can include that, what can move on the commercial side to make that work?"

**9. RFP Fishing Expedition**
*What it looks like:* Detailed, demanding info requests with no real signal of buying intent, often used to benchmark or pressure an incumbent vendor.
*Why it works:* Costs you real time and pricing transparency for a deal that may never close.
*Counter:* "Happy to go deep, what's the decision timeline and who else is in this process?"

**10. The Quarter-End Squeeze**
*What it looks like:* Buyer stalls until they know it's your quarter-end, then asks for a steep discount to "help you hit your number."
*Why it works:* Correctly bets that reps under quota pressure will self-discount.
*Counter:* "I can be flexible on timing, not on price, what would make the current terms work today?"

**11. Multi-Vendor Triangulation**
*What it looks like:* Buyer openly shares (or implies) competing quotes to play vendors off each other on price.
*Why it works:* Creates a race-to-the-bottom dynamic that erodes your margin and your positioning.
*Counter:* "I'd rather compete on outcome than price, what does the winning vendor need to prove?"

**12. The Walk-Away Bluff**
*What it looks like:* "We're prepared to walk away from this deal", stated to force last-minute concessions.
*Why it works:* Fear of losing the deal makes reps cave rather than test the bluff.
*Counter:* "I understand: if this isn't the right fit at these terms, I'd rather know now than after we've both invested more time."