Onus Transfer Tactic: Shifting Responsibility in Negotiations PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, outlines the "Onus Transfer" tactic within negotiation contexts. This tactic is characterized by prompting the opposing party to enumerate all issues requiring resolution. By doing so, the responsibility for identifying and addressing these concerns shifts to them, which can streamline the negotiation process. The definition provided emphasizes that this approach not only clarifies the issues at hand, but also encourages the other party to engage actively in problem-solving.

The expected outcome of employing the Onus Transfer tactic is a clearer understanding of the issues that need resolution. This clarity allows for a more systematic approach to addressing concerns, ultimately facilitating the closing of the deal. The slide illustrates this with a practical example from a service contract negotiation. Here, the provider requests the client to list their concerns, which the provider then addresses in an organized manner. This method demonstrates the provider's commitment to meeting the client's needs, thereby fostering a collaborative atmosphere and moving both parties closer to agreement.

This tactic is particularly effective in scenarios where clarity and systematic issue resolution are paramount. It encourages transparency and can lead to a more productive dialogue, as both parties work through the identified concerns together. For executives considering this document, the Onus Transfer tactic serves as a valuable tool for enhancing negotiation effectiveness and achieving desired outcomes.

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