# Pressure tactics exercise: recognize, name, respond

> Learn to recognize pressure tactics, name them calmly and respond on the substance. 30 minutes, threes. Flow, debrief questions and tips for the facilitator.

Source: https://couchinfo.com/en/exercises/pressure-tactics-on-cards/

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Exercise · Negotiation and Influence for Managers

## Pressure Tactics on Cards

Learn to recognize pressure tactics, name them calmly and respond on the substance.

Time **30 minutes**

Participants **Threes**

Materials **Cards with eight pressure tactics**

From the training **Negotiation and Influence for Managers**

### Why this exercise

Ultimatums, good cop/bad cop, salami, artificial deadlines — most pressure tactics only work until they are noticed. In this exercise one participant uses the tactic on a card, while the other knows only the situation and has to recognize it. Over several rounds the three steps "recognize — name — respond" become a habit: people stop conceding under pressure and bring the conversation back to interests and their own alternative.

### How to run it

1. Split the group into threes: the "pressurer", the "responder" and an observer.
2. The "pressurer" takes a tactic card; the "responder" knows only the situation — a negotiation about price or deadlines.
3. 3 minutes of negotiation. The "responder" tries to recognize the tactic, name it calmly and respond on the substance.
4. 2 minutes of debrief: did they recognize it, how did they name it, how did they respond? The observer notes the phrases that worked.
5. Six rounds, switching roles and cards.

### Debrief questions

- Which tactics were hardest to recognize?
- Which phrases helped name a tactic without accusing?
- Where have you met these tactics at work?

 **Tips for the facilitator**

- Ask the "pressurers" to play it as in real life, not as in the movies: the aim is to practice the response, not to win.
- If someone asks whether they can use these tactics themselves, discuss which techniques are honest and which destroy trust.

This exercise is part of a training kit

#### [Negotiation and Influence for Managers](https://couchinfo.com/en/training/negotiation-and-influence-for-managers/)

2 days · 13 hours · 16 exercises · trainer guide with what to say, slide deck, workbook, cards and tests.

 [The kit from $229](https://couchinfo.com/en/training/negotiation-and-influence-for-managers/)

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 [The whole library](https://couchinfo.com/en/exercises/)

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