| "body"> | | | | None of the individual items seemed all that great at |
| Some negotiators just love to play tactical games. In | | | | the time but - add them all together and the cumulative |
| this article we will look at one their favourite negotiation | | | | effect is astonishing. |
| tactics - the Salami technique - and think about how to | | | | What went wrong? |
| rebuff it. | | | | The management negotiators were beguiled by one |
| Salami sausages are big things (often spicy) that are | | | | of the standard tactics used by skilled negotiators. Of |
| eaten a slice at a time. They would be indigestible if | | | | course, presented like this, the salami technique looks |
| taken in a single large piece. This aspect has led | | | | so obvious that you might think that no management |
| negotiators to use the name for a negotiation | | | | team could be so stupid as to be caught by it. |
| technique that tries to do just that: to win concessions | | | | However, just as a simple magic trick can seem |
| in small doses (slices) when the other party would | | | | incredible when performed by a skilled magician, so |
| probably reject them if they were put on the table all | | | | even simple negotiation skills like the salami technique |
| at once. The technique is often used against a party | | | | can produce amazing results when used by skilled and |
| that is mainly concerned with damage limitation. | | | | experienced negotiators. |
| Consider a tough union negotiating with management. | | | | The salami is not restricted to management-union |
| Management would really just like to keep the status | | | | negotiations. Any negotiator who has a list of things on |
| quo (damage limitation) but the union negotiators would | | | | which they want to gain agreement can use it. Try it |
| like a whole host of goodies to take back for their | | | | when you next buy a car. Are you buying just one |
| members. These could include a pay rise, more | | | | item, the car? Or are you gaining agreement on |
| holidays, flexible working hours, private health | | | | several things: buying the car, filling the petrol tank, |
| membership, better pension arrangements, improved | | | | replacing worn tyres if it's a used car, a free service |
| canteen, increased allowances and so on. It is not | | | | next year, alloy wheels... and whatever else you can |
| difficult for the union to make a case for each of | | | | think of. Will they lose the sale over a tank of petrol or |
| these and they can probably add to the list. | | | | one new tyre? |
| If the union negotiators use the salami tactic they will | | | | So, what do you do if you are on the receiving end |
| present just one of their demands for discussion and | | | | and the other party tries to salami you? |
| push hard to reach agreement. Let's say they focus | | | | Of course, your first line of defence is to recognise |
| on a 6% pay rise and after a long discussion and | | | | what they are doing and your second is to put a stop |
| some haggling they agree on 4%. Deal done, except | | | | to it. You will need to be assertive about this but the |
| there is more to come. That's just the first slice of the | | | | response is quite straightforward. The salami tactic |
| salami and there is a whole sausage in the cupboard. | | | | works because the person being sliced does not |
| The next slice might be the holiday arrangements. The | | | | recognise what is happening. Once you do, you can |
| current 23 days is from a bygone age. 'Other | | | | fight it. |
| employers' have agreed to 25 days plus public | | | | How? Simply refuse agreement on any one slice until |
| holidays. Let's say they eventually reach agreement at | | | | you have everything out on the table. 'Is there anything |
| 24 days this year and 25 days next year. Good! The | | | | else you want to discuss as part of these |
| managers might by now be congratulating themselves | | | | negotiations?' Do not discuss details until you have |
| on their rusty negotiation skills and their damage | | | | formally agreed that everything is out in the open. |
| limitation but the union representatives have been busy | | | | Then put forward a proposal on a collective |
| polishing their negotiation skills. | | | | agreement -- bundle the lot together. |
| 'We would now like to discuss something that is very | | | | The discussion can now begin in earnest and you can |
| dear to the hearts of our members, the need for | | | | use your negotiation skills. You might trade one slice of |
| flexible working hours.' The slicing of the salami | | | | salami off against another by offering some flexibility |
| sausage continues: private health, pension, canteen, | | | | on, say, item one provided that they drop, say, items |
| allowances, and so on. By the end of the negotiations, | | | | two and three. Continue like that until you are happy |
| when the management team add it all up they are | | | | with the deal, then close. |
| staggered at what they have conceded, slice by slice. | | | | Good luck! And watch out for that spicy sausage! |