Delaying the Negotiations
Put off the things if not going as planed by delaying progress of the negotiation. You can do this when you are feeling pressured to make a decision and you need more time to think, or to give the other party time to consider the consequences of the deal falling apart when they desire something you have. In both these cases, a delay can put you in a stronger negotiating position.
If the other party is working on a deadline, delaying the negotiation for as long as possible will give you a definite advantage, if what they want from you cannot be obtained anywhere else. If they can turn to another source, this tactic can backfire on you in their desperate search to meet the deadline any way they can.
Example
You run a resume writing service and in this economy business is booming. A potential client calls up and says he is impressed by your credentials and your specialization in the accounting industry. He tells you that he was laid-off from his accounting job for three months ago and is desperate to get back to work.
You then say you will be happy to give him a competitive advantage with a professionally written resume. After you tell him the fee schedule, he is taken aback and starts trying to negotiate for a lower rate. You tell him that you will have to get back to him at a later date, when business has slowed and you can lower your rates. Right know you can be picky.
The next day he calls you back desperate to hire you and even offers to pay your entire fee upfront.
