New issue

Disciplines > Negotiation > Negotiation tactics > New issue

Description | Example | Discussion | See also

Description

Bring up a new issue in the middle of the negotiation.

Use this when things are getting sticky and you need to get them thinking about something else.
Use it when you think you have conceded too much and they are getting more than their fair share.
Use it to cause delays when you need time to think or take other action.

You can later drop the issue as appropriate (perhaps negotiating this for another concession).

Example

I've just had a call from the boss -- he now needs to do this in half the time.

I've been looking at the design and I think we'll need an extra safety system.

...You know, I know I added this, but I think we may be able to do without it...

Discussion

When the other side is struggling to handle the complexities of the negotiation, adding extra things can overload them, thus creating pressure for them to make concessions in order to reduce the pressure.

When the other side is having things too easy, a new issue can cause them to pause, breaking the flow of their progress.

Adding the issue late into the session will make it less likely that they will respond by pulling out.