New Issue

Introduce new issue in the middle of a negotiation as a tool to advance your position.

When the negotiation has become stagnant, you can use this tactic to move things along.

You can also use it to even things out more for your side if you have made too many concessions compared to what the other side has offered.

This tactic may also be employed when you just need to buy time.

Example

You are in middle of negotiations to secure a new corporate accounting client. You want the other side to be happy, since you will be working with them for a while, so it seems that you have made too many concessions. Your boss is not pleased and wants you to get a higher fee for the professional services.

Instead of flat out asking that the other side raise the fee, instead you ask that they cover all travel, food, and business expenses incurred when you are working on their account. This will end up costing them far more than a slight increase in the fee. So, you then offer them a choice of paying for the business expenses, or raising the fee 10%. They happily comply with fee increase.