The art of negotiation may come in handy in business even if you are not a salesperson. You might, for example, negotiate a pay rise or seek to promote a new project. In all cases, it is important for you to act logically, persuasively and to be fair. Otherwise, you could not only lose an opportunity but your good reputation as well and end up damaging your career.
When trying to negotiate persuasively, we sometimes end up saying logical nonsense. We make illogical arguments, also known as logical fallacies or fouls, which seem reasonable at first glance, but in fact only weaken your position. The same could happen to the other party, which you can use to your advantage. What logical fallacies should you watch out for? How can you detect the other party trying to manipulate the negotiations? Inc.com published an interesting article on this subject.
Foisted ("straw man") argument
This statement occurs when one party creates a false version of the other party's opinion in order to demonstrate the legitimacy of their own original statement. It actually opposes a statement the other party never said. Example:
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We can't use your services, because we have no money.
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You say that our services are not worth your money, but we can demonstrably increase your revenue.
Argument pointing to consequences
Most of these statements are efforts to play on emotions. They claim that certain ideas may create unacceptable consequences, and therefore must be wrong. There is however, no evidence to support this belief. Example:
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We are responsible for ensuring that your sales will grow. Why else would we be financial advisors?
Personal attack
This so-called "ad hominem" argument is an attack on a person's character rather than his or her logical arguments. Example:
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I should be promoted because I am better educated.
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You can't have studied as hard as I did.
Slippery slope
This argument refutes an idea by stating it will create a string of consecutive negative events. There is, again, no evidence to support the statement. Example:
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They want to promote me, but I am reluctant to accept it because it will lead only to more and more unwanted responsibilities.
False dilemma
In this case, one person's argument creates the impression that a problem can only be solved in two ways when in fact there are more possible solutions. The two arguments present the most extreme possible solutions. Example:
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Either accept my proposal, or the entire project will fail.
Evasive action ("red herring")
This kind of argument commonly appears in detective stories in order to draw readers in to a conclusion which seems correct, even though it is not, a false lead. It aims to distract the listener away from the real issue to an entirely different topic.
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We are talking about your raise, but there is no money left in the company's budget.
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I have reached excellent results in performance evaluations.
Logical fallacies can completely destroy negotiations. If you learn to identify them, you can break down the other side's claims more easily as well as prevent them from catching you trying to manipulate the discussion. You will have a better negotiating position and stronger arguments.
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