Auction: Set sellers or buyers against one another.
Bad publicity: Indicate bad publicity of not agreeing.
Better offer: indicate a better offer from the competition.
Better than that: Just say 'You'll have to do better than that...'
Biased choice: Offering choices that already include your biases.
Big fish: Show you're the big fish and they could get eaten.
Bluff: Assert things that are not true.
Breaking it off: Walking away from the negotiation.
Brooklyn optician: price or negotiate each item.
Call girl: Ask to be paid up front.
Cards on the table: State your case, clearly and completely.
Change the negotiator: New person can reset the rules.
Changing standards: Change the benchmarks of good and bad.
Check the facts: Bring up new information you have found.
Control the agenda: And hence what is discussed.
Credentials: Show how clever you are.
Deadlines: Push them up against the wall of time.
Delays: Buying time and building tension.
Divide and conquer: Get them arguing with one another.
Doomsday: paint an overly black picture.
Double agent: Get one of their people on your side.
Dry well: Show you've nothing left to exchange.
Empty pockets: say you can't afford it, don't have it, etc.
Empty promises: Make promises that you know you will not keep.
Escalating demand: the more you get the more you require.
Fair criteria: Set decisions criteria such that is is perceived as fair.
False deadline: Time limitation on their action.
Faking: Letting them believe something about you that is not true.
Fame: Appeal to their need for esteem from others.
Flattery: Make them look good and then ask for concession.
Forced choice: Subtly nudging them toward your choice.
Funny money: Financial games, percentages, increments, etc.
Fragmentation: Breaking big things into lots of little things.
Good guy/bad guy: Hurt and rescue by people.
Highball: Sellers--start high and you can always go down.
Hire an expert: Get an expert negotiator or subject expert on your team.
Incremental conversion: Persuade one person at a time. Then use them as allies.
Interim trade: Make an exchange during negotiation that will not get into the final contract.
Lawyer: use survey results, facts, logic, leading question.
Leaking: Let them find out 'secret' information.
Linking: Connect benefit and cost, strong and weak.
Lowball: Buyers--start low and you can always go up.
New issue: Introduce a new key issue during the negotiation.
New player: Another person who wants what you have appears on the scene.
Nibbling: constant adding of small requirements.
No authority: refuse to agree because you are not allowed to.
Non-negotiable: Things that cannot be negotiated.
Overwhelm: Cover them in requests or information.
Padding: Make unimportant things 'essential' then concede them.
Phasing: Offer to phase in/out the unpleasant bits.
Plant: A 'neutral' person who is really working for you.
Quivering quill: ask for concession just before signing.
Red herring: leave a false trail.
Russian Front: Two alternatives, one intimidating.
Reducing choice: Offering a limited set of options.
See you in court: Threatening to go to a higher or public forum.
Shotgun: Refusal to continue until a concession is gained.
Slicing: Break one deal down into multiple smaller deals.
Split the difference: Offer to agree on a half-way position.
Take it or leave it: give only one option.
Trial balloon: Suggest a final solution and see if they bite.
Undiscussable: Things that cannot even be discussed.
War: Threaten extreme action.
Widows and orphans: show the effect on the weak and innocent.
Wince: repeat price loudly, then silence.
Content taken from changingminds.org
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