ฝึกพูดภาษาอังกฤษด้วยเทคนิค Shadowing จากวิดีโอ: Every Negotiation Tactic & How To Use Them Yourself, Explained

Anchoring.

Anchoring is the first number that gets thrown into a negotiation.

It could be a salary offer, a house price, or how much you're willing to pay for a used car.

Whatever that first number is, it doesn't just start the conversation.

It shapes everything that follows.

Your brain latches onto it, even when you know you shouldn't.

That initial figure becomes the reference point, and every other number gets measured against it.

If someone offers you $60 ,000 for a job, suddenly $55 ,000 feels low and $65 ,000 feels high,

even if the role is actually worth $80 ,000.

The anchor pulled your expectations toward it.

Here's how it works.

When you hear a number first, your brain uses it as a mental starting line.

Even if you try to ignore it, even if you think it's unfair, that number has already set the frame.

Psychologists have tested this over and over.

Show people a random number before asking them to guess something completely unrelated, and their guesses will drift toward that number.

The effect is invisible, but powerful.

So, if you want to use anchoring yourself, go first.

Throw out a number that's bold, but not absurd.

If you're selling something, start higher than you expect to get.

If you're buying, start lower.

The key is believability.

Go too extreme, and you lose credibility.

But go first with confidence, and you've just set the boundary for everything that comes next.

Even when the other side counters, they're countering within the world your anchor created.

And here's the hardest truth about anchoring.

Even when both people know the trick, it still works.

Awareness doesn't make you immune.

The first number still plants itself in your mind, still tugs at your sense of what's reasonable.

That's why anchoring isn't just a tactic.

It's the opening move that decides the shape of the entire game.

Mirroring.

Mirroring is repeating the last few words someone just said back to them, but as a question.

That's it.

You take their exact words, give them an upward inflection, and wait.

It sounds too simple to matter, but it triggers something automatic in the human brain.

When you hear your own words reflected back, you instinctively want to explain more, to clarify, to fill in what you think the other person didn't understand.

So you keep talking.

And the more you talk, the more you reveal.

Here's what happens in real time.

Someone says, I can't go lower than $500.

You respond, lower than $500?

With a slight questioning tone.

They hear that and their brain interprets it as confusion or doubt, so they elaborate.

Well, I mean, I have costs to cover, and the market rate is usually around that range, but I guess if you're paying cash, I could maybe do $4 .75.

You didn't argue.

You didn't counter.

You just repeated three words, and they gave you new information and a better price.

Mirroring works because it feels like active listening.

The other person thinks you're engaged, trying to understand them.

And you are, but strategically.

You're extracting details they didn't plan to share.

The beauty of mirroring is that it requires almost no effort and carries zero risk.

You're not making claims, not showing your hand.

You're just echoing, and they're doing all the work.

People want to be understood.

They'll keep talking until they feel like you get it.

And while they're talking, you're learning exactly where the edges of their position really are.

Tactical silence.

Tactical silence is saying absolutely nothing after the other person finishes talking.

No response, no counter, no acknowledgement.

Just silence.

And that silence becomes unbearable.

Human beings are wired to avoid awkward pauses in conversation.

Dead air feels wrong, uncomfortable, like something needs to be fixed immediately.

So when you stay quiet, the other person's brain starts working overtime to fill that gap.

And when they do, they usually give you something valuable.

Maybe they lower their price without you asking.

Maybe they reveal a concern they were hiding.

Maybe they just keep talking and accidentally expose the limits of their position.

The discomfort of silence creates pressure, and pressure makes people move.

Here's how it works in practice.

Someone makes you an offer.

Instead of responding right away, you just pause.

Five seconds.

Ten seconds.

You stay calm, you hold eye contact if you're in person, and you let the quiet sit there.

That pause sends a message without words.

It signals doubt, hesitation, dissatisfaction.

And the person across from you will interpret that silence as rejection, even though you haven't said a thing.

So they start backpedaling, sweetening the deal, offering explanations.

Silence forces them to negotiate against themselves.

The power of tactical silence lies in restraint.

You're not being rude or difficult.

You're simply refusing to rush.

And in that refusal, you create space for them to second guess, reconsider, and concede.

Most negotiations are lost by the person who speaks first after an offer lands.

Silence hands you control without you having to say a single word.

The flinch.

The flinch is a visible reaction of surprise or disappointment when you hear their number.

You don't argue yet.

You don't counter.

You just react.

Your eyebrows go up.

You lean back slightly.

Maybe you let out a small breath or shake your head.

The reaction itself becomes the message, and that message plants immediate doubt in the other person's mind.

They start wondering if they aimed too high, if they misread the situation, if maybe they should adjust before you even say anything.

The flinch makes them question their own position without you having to challenge it directly.

Here's why this works.

100

When someone states a price or makes a demand, they're often unsure if they got it right.

101

They're testing the waters, gauging your reaction.

102

If you stay neutral or accept too quickly, they assume they left money on the table.

103

But if you flinch, if your face shows genuine shock, they interpret that as proof they overshot.

104

And people hate overreaching.

105

They want to seem reasonable, fair, competent.

106

So when they see your reaction, they often walk themselves back before you've said a word.

107

The key to the flinch is authenticity.

108

If it looks fake or overdone, you lose credibility.

109

But a natural, honest reaction to a number that genuinely surprises you carries real weight.

110

You can flinch physically with body language, or verbally with a phrase like, Wow, okay, or, That's higher than I expected.

111

Either way, you're buying time and creating doubt.

112

The other person now has to justify their number, defend it, or soften it.

113

And all you did was show them your face.

114

Good Cop, Bad Cop Good Cop, Bad Cop is two people playing opposite roles in the same negotiation.

115

One person is harsh, unreasonable, and inflexible.

116

The other is friendly, understanding, and wants to help you find a solution.

117

You've seen this in every police interrogation scene on television.

118

One detective slams the table and threatens consequences.

119

The other leans in, offers water, and says they can make this easier if you just cooperate.

120

The psychology is simple but devastatingly effective.

121

After dealing with the bad cop, the good cop feels like relief.

122

You start to trust them, align with them, even feel grateful toward them.

123

So when they ask for concessions, you give them willingly because they feel like they're on your side.

124

But they're not.

125

They're working together toward the exact same goal.

126

Here's how it plays out in real negotiations.

127

Maybe you're buying a car.

128

The salesperson says they'd love to give you that price, but their manager would never approve it.

129

The manager is the bad cop you never see.

130

Then the salesperson goes to fight for you and comes back with a slightly better offer, acting like they barely convinced their boss.

131

You feel like they went to bat for you, so you meet them halfway.

132

You just made a concession to someone who was never your ally.

133

The door in the face.

134

The door in the face is asking for something huge and unreasonable first, getting rejected, then following up with what you actually want.

135

The second request seems modest by comparison, and people feel almost obligated to say yes because they already turned you down once.

136

The technique gets its name from the image of someone slamming a door in your face after your first ask, but then cracking it open for the second.

137

Here's how the psychology works.

138

When someone refuses your initial request, they feel a small pang of guilt or social discomfort.

139

Saying no feels negative, even when the ask was absurd.

140

So when you come back with something smaller and more reasonable, their brain sees it as a compromise.

141

They think you've already conceded by lowering your demand.

142

So now it's their turn to meet you halfway.

143

Reciprocity kicks in.

144

You moved, so they feel like they should move too.

145

Say you want to borrow someone's car for the weekend.

146

Instead of asking directly, you first ask if you can borrow it for the entire month.

147

They say no, obviously.

148

Then you say, okay, what about just this weekend?

149

Suddenly the weekend feels small, manageable, reasonable.

150

They're more likely to agree because the contrast makes your real request look minor.

151

The key is making sure your first ask is big enough to get rejected, but not so outrageous that you lose credibility.

152

If it sounds like a joke, the tactic falls apart.

153

But if it seems like a genuine stretch, the follow -up lands perfectly.

154

The rejection isn't failure.

155

The rejection is the setup that makes your actual goal feel like the fair middle ground.

156

BATNA.

157

BATNA stands for Best Alternative to a Negotiated Agreement.

158

In simpler terms, it's your backup plan.

159

What will you do if this negotiation completely falls apart?

160

If you're negotiating a job offer and it doesn't work out, do you have another offer waiting?

161

If you're selling your car and the buyer walks away, do you have other interested people lined up?

162

Your BATNA is your safety net, and knowing what it is changes everything about how you negotiate.

163

When you have a strong alternative, you negotiate from a position of power.

164

You can walk away without fear because you're not desperate.

165

You don't need this deal, you just want it on the right terms.

166

That confidence shows.

167

You make bolder moves, you hold your ground, you don't cave under pressure.

168

But when your BATNA is weak or non -existent, you negotiate from desperation.

169

And desperation is visible.

170

The other side can sense it in your tone, your concessions, your willingness to accept terms you shouldn't.

171

Here's the reality.

172

You cannot bluff a strong If you don't actually have alternatives, pretending you do will eventually collapse.

173

The other person will test you, call your bluff, and when you don't walk, they'll know.

174

So the goal isn't to fake a good BATNA.

175

The goal is to build one before you ever sit down to negotiate.

176

Apply for multiple jobs, not just one.

177

Get multiple quotes before selling.

178

Line up options so that no single deal holds all your leverage.

179

Your BATNA determines whether you're negotiating or begging.

180

The stronger it is, the less you need any particular outcome.

181

And when you don't need something, you're suddenly in the best position to get it.

182

The nibble.

183

The nibble is asking for one more small thing after the deal is essentially done.

184

The price has been agreed on, the terms are set, everyone is mentally ready to close.

185

Then, right at the end, you casually mention one last request.

186

Could you throw in free delivery?

187

How about an extended warranty?

188

Would you cover the installation fee?

189

The other side has already invested hours, maybe days, into this negotiation.

190

They're tired, they want it finished, and your request is small enough that saying no feels petty like torpedoing the entire deal over something minor.

191

So they say yes, just to get it over with.

192

That's the nibble.

193

It works because of timing and psychology.

194

By the time you ask, the other person has already made their mental commitment.

195

They've agreed to the big number.

196

They've told their boss or their spouse.

197

They've started imagining the outcome.

198

Walking away now over a $50 add -on feels absurd.

199

The sunk cost of all that effort makes the small concession feel cheaper than restarting from scratch.

200

Here's how to use it.

201

Wait until the main terms are locked in.

202

Let the other person feel like they've won, like the hard part is behind them.

203

Then introduce your nibble as an afterthought, almost apologetically.

204

Oh, one last thing.

205

Would it be possible to include shipping?

206

Keep it genuinely small.

207

If you ask for something huge at the finish line, you'll blow up the deal.

208

But if you nibble correctly, you get an extra win without renegotiating anything major.

209

The other side will give it to you just across the finish line and move on.

210

The nibble doesn't reopen the conversation.

211

It ends it, but on slightly better terms than before.

212

The ultimatum.

213

The ultimatum is drawing a hard line.

214

Take it or leave it.

215

Final offer.

216

This is non -negotiable.

217

You're eliminating all the back and forth and forcing the other person to make a decision right now.

218

Either they accept your terms or the deal ends.

219

There's no middle ground, no room for compromise, no next round of discussion.

220

Ultimatums create urgency and finality.

221

They cut through endless negotiation and demand a choice.

222

When used correctly, they can close deals that would otherwise drag on forever or collapse entirely.

223

But when used wrong, they blow everything up.

224

Here's when an ultimatum works.

225

You need leverage first.

226

If the other side needs you more than you need them, an ultimatum can push them to commit.

227

If you have a strong BATNA and you're genuinely willing to walk away, then drawing a line shows confidence and clarity.

228

It signals that you've reached your limit and further discussion won't change anything.

229

The other person respects that boundary because they believe you'll enforce it.

230

But here's when it backfires.

231

If you use an ultimatum too early, before trust is built or terms are explored, you come across as aggressive and unreasonable.

232

If you're bluffing and the other side calls you on it, you either have to back down and lose all credibility or walk away from a deal you actually wanted.

233

An ultimatum also generates resentment.

234

Even if they accept, they'll remember being forced into a corner, and that damages long -term relationships.

235

So the rule is simple.

236

Only deliver an ultimatum when you're truly prepared to walk away and live with the consequences.

237

If you're not ready to lose the deal, don't threaten to end it.

238

Because once you say the words, you've locked yourself in.

239

And if they call your bluff, you're done.

240

Trading not giving.

241

Trading not giving means never handing over a concession for free.

242

If they ask for something, you ask for something in return.

243

Every move you make toward their position should cost them a move toward yours.

244

Otherwise, you're just losing ground while they rack up wins without giving anything back.

245

Negotiation is exchange, not charity.

246

When someone requests a discount, faster delivery, better terms, or any kind of accommodation, your instinct might be to just say yes to keep things moving or seem agreeable.

247

But that's a mistake.

248

Free concessions signal weakness.

249

They tell the other side that asking gets results, so they'll keep asking.

250

And worse, they'll assume there's more you're hiding if you gave that up so easily.

251

Here's how to trade instead.

252

When they ask for something, respond with a conditional phrase.

253

If I can do that, would you be willing to commit today?

254

Or, I could lower the price to that number if you increase the order size.

255

You're not refusing their request.

256

You're making it conditional on them giving you something valuable in return.

257

This establishes reciprocity as the rule of the conversation.

258

Every exchange becomes mutual.

259

They learn quickly that nothing comes without a trade.

260

The psychology behind this is simple.

261

People value what they work for more than what's handed to them.

262

If you give a concession freely, they'll see it as expected or even owed.

263

But if they have to trade for it, they'll feel like they earned it through negotiation.

264

That satisfaction makes them more likely to accept the overall deal.

265

Trading also keeps the negotiation balanced.

266

You're not the only one making sacrifices.

267

You're both moving, both compromising, both invested in reaching an agreement.

268

And when both sides feel like they've given and gained, the deal holds stronger and lasts longer.

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