【正文】 and Examiner to various Professional Institutes. Gracias Dr. Elijah Ezendu , 234 8033024596, 234 8058835237 。 Director of Programmes and Member of Governing Council, The Institute of Business Development。 Chief Operating Officer, Rohan Marine。 External Examiner (MBA Programme), Ladoke Akintola University of Technology。 and a worldclass consultant, who has functioned as Speaker/Facilitator at myriad programmes of professional institutes, international development anisations, private and public firms including extragovernmental agencies and institutions. He is a prolific writer and author who had served as EditorinChief, Cost Management Journal。 Associate, Chartered Institute of Personnel Management of Nigeria。 Member, Nigerian Institute of Training and Development。 Fellow, American Academy of Financial Management。 Fellow, Certified Institute of Cost Management。 Project Manager EBusiness。 Honorary Global Advisor, International Project Management Commission。 Director of Training, International Council of Business Development Professionals。 Director of Strategy and Performance, Fortuna。 Sensei Tabuchi, Black Belt Negotiating Deadlock This occurs when concessionary impasse strains the enabling interface between the parties and mutual interests wane. Handling Price Deadlock ? Pay a fraction in cash, the rest in kind ? Pay more now, then less next month ? Pay in another way ? Pay in Dollars or Euro ? Pay a quarter now, then the rest next month ? Split the invoice across various budgets Handling Deadlock Across the Issues i. Amend the specification ii. Alter the time structure of events by using Salami. iii. Change the responsibilities iv. Change the nature of the business Deadlock Ploys They are used for inducing fear of deadlock in another party. Examples are as stated below. ? Introduction of phoney deadlines. ? Exhibit false temper. ? Bee unavailable. ? Emphasize the dilemma of reaching an agreement. ? Accuse the other party of not being interested in agreement ? State final offer ? Express great pessimism ? Act as if you intend to go off in a huff. Reason Versus Influence Where a party resolutely refuse to understand or admit reason, then influence would be an alternative fa231。 Ploys 3 ? Nibbling: Demanding for little things one after the other so much that a lot would be collected. For example, “Bring a pen…..and a piece of paper……oh! Just e with cold water.” ? Red Herring: Setup a false trail to mislead the other party and keep him away from what you intend to hide. For example, “the seller of a secondhand car tells a prospect to inspect its interior, emphasizing it?s the only part that require refurbishing. Meanwhile, the engine had developed a fault which would bee noticeable to a layman only after the vehicle must have been driven for some months.” ? Trial Balloon: This involves putting forward a suggestion as ultimate solution, and see if the other party would accept it. For example, “Let?s install this particular software in your firm, I think it would improve your performance.” ? Russian Front: On deciding what to offer to the other party, present it as a second option after telling them about the first option which would be described to evoke repulsion. For example, “ The AG9T is a big engine that demands crane to move it and its cost of usage is very high。 Ploys 2 ? Noah’s Ark: It?s a buyer?s pressure ploy used for moving a seller to reduce the price of a particular product. For example, “You should sell at a lower price, others have offered better than that”. ? Call Girl: This involves demanding for upfront payment. For example, “I must be fully paid before I e to site”. ? Bad Publicity: Lure someone to think that if he obtains his goal and some people find out, he would be widely scorned or condemned. For example, “if your Boss finds out that you refused to endorse it, you would lose credibility and your career may run amuck.” ? Quivering Quill: Pause exactly at the time of endorsing a deal, and demand for extra concession. For example, “Oh! If you include the laptop bag in the d