Onus Transfer Negotiation Tactics: Benefits and Risks PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, titled "Negotiation Tactics – Onus Transfer (Details)" presents a structured overview of the advantages and disadvantages associated with the onus transfer tactic in negotiations. The left column outlines 3 key advantages. First, it emphasizes the tactic's ability to clarify issues, which helps in understanding the other party's concerns thoroughly. This clarity is essential for effective negotiation. Second, it highlights responsiveness, indicating that this approach shows a commitment to addressing the other party's needs, thereby fostering goodwill. Lastly, it notes that the tactic streamlines negotiation, providing a structured framework that can facilitate issue resolution.

On the right side, the slide lists 3 disadvantages. The first point is that it may shift the burden onto the other party, which could lead to resistance. This indicates a potential risk of creating an adversarial dynamic. The second disadvantage is the risk of overwhelm, where the other party might respond with a long list of demands, complicating the negotiation process. Lastly, the potential for frustration is noted, as unresolved issues may lead to dissatisfaction if not addressed adequately.

The countermeasures section provides practical strategies to mitigate these disadvantages. Preparing a list of issues ensures a balanced discussion, while prioritizing critical issues helps avoid getting sidetracked by less important details. Finally, negotiating terms in a fair and realistic manner can help systematically address each issue, reducing the likelihood of frustration.

This slide serves as a valuable resource for executives looking to navigate complex negotiations effectively, balancing the benefits and drawbacks of the onus transfer tactic while implementing strategies to enhance outcomes.

This slide is part of the Negotiation Tactics PowerPoint presentation.

This framework is created by former McKinsey, BCG, Deloitte, EY, and Capgemini consultants and provides a reference guide to a diverse set of 26 negotiation tactics.

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