Exercise · Negotiation and Influence for Managers
Pressure Tactics on Cards
Learn to recognize pressure tactics, name them calmly and respond on the substance.
Time30 minutes
ParticipantsThrees
MaterialsCards with eight pressure tactics
From the trainingNegotiation 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
- Split the group into threes: the "pressurer", the "responder" and an observer.
- The "pressurer" takes a tactic card; the "responder" knows only the situation — a negotiation about price or deadlines.
- 3 minutes of negotiation. The "responder" tries to recognize the tactic, name it calmly and respond on the substance.
- 2 minutes of debrief: did they recognize it, how did they name it, how did they respond? The observer notes the phrases that worked.
- 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.
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