Negotiation Techniques:
The "Closing Accusation"Â in Negotiations
EXTRACTED FROM PODCAST EPISODE 4Â - Mike Inman
In this podcast interview,  Mike Inman’s “Closing Accusation” technique is a prime example of how strategic thinking, psychological insight, and practice can combine to create powerful negotiation tactics.
What is the “Closing Accusation” Negotiation Technique?
The “Closing Accusation” technique is a strategic approach used in negotiations to subtly pressure the other party into revealing their flexibility and true stance. It involves making a minor concession, asking a closed question with a hint of incredulity, and then remaining silent to observe the other party’s response. This technique helps in identifying the other party’s limits and can lead to more favourable outcomes.
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How to Use the “Closing Accusation” Technique
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1. Formulate a Precise Closed Question:
 • Example: “So for £532 you would walk away?”
 • Purpose: To direct the other party towards a specific response and gauge their willingness to negotiate further.
 2. Make a Minor Movement:
 • Example: Adjusting the offer slightly, such as from £538 to £532.
 • Purpose: To test the other party’s flexibility without making significant concessions.
 3. Employ Strategic Silence:
 • Purpose: After asking the question, remain silent to create pressure and observe the other party’s reaction.
 • Tip: Use this silence to read verbal and non-verbal cues, which can provide insights into their true position.
 4. Observe Acutely:
 • Purpose: Pay close attention to how the other party responds. Look for signs of hesitation, clarification questions, or summary statements which indicate potential willingness to agree.
 5. Modulate Your Tone:
 • Example: Use a tone that conveys mild incredulity, suggesting that you find it surprising they would walk away for such a small difference.
 • Purpose: To subtly pressure the other party without being confrontational.
Introducing the “Closing Accusation” Negotiation Card
Following the insights from Podcast Episode 4 with Mike Inman, we are excited to unveil our brand-new Negotiation Card: The “Closing Accusation” Card designed to help you master the art of maximising value in your negotiations.
Negotiation Cards are an excellent resource to exercise and challenge us to incorporate the new techniques and ideas into our own style of negotiation;
- Practice managing your tone of voice.
- Practice the perfect moment to use it.
- Practice with the other tactics needed to make it effective.
Add the “Closing Accusation” Card to your deck and elevate your negotiation prowess today!
More Negotiation Techniques
More opportunities to discover Negotiation Skills, Tactics, Techniques and Strategies to Practice here.
Common Mistakes to Avoid
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 1. Overusing the Technique:
 • Risk: Can make your negotiation style predictable and less effective.
 • Solution: Use this technique sparingly and in conjunction with other tactics to maintain unpredictability.
 2. Lack of Preparation:
 • Risk: Failing to understand the other party’s BATNA or limits can lead to ineffective use of the technique.
 • Solution: Research before the negotiation where possible to ensure you have a clear understanding of what's possible.
 3. Poor Timing:
 • Risk: Using the technique at the wrong moment can backfire.
 • Solution: Wait for the right moment in the negotiation when the other party has made serval movements.
 4. Ignoring Non-Verbal Cues:
 • Risk: Missing important signals that can indicate the other party’s true stance.
 • Solution: Develop strong observational skills to interpret body language and tone effectively.
Importance of Practicing at The Negotiation Club
At The Negotiation Club, we emphasise the practice of relationship-building techniques because theory alone is not enough. Here’s why practice is indispensable:
1. Developing Intuition:
Repeated practice helps you develop a natural feel for when and how to build relationships, making it second nature.
2. Building Confidence:
Practicing in a safe environment boosts your confidence to employ these techniques in real-world situations.
3. Receiving Feedback:
Constructive feedback from peers and trainers helps refine your approach, ensuring you can build relationships effectively without compromising your negotiation goals.
4. Adapting to Situations:
Practice allows you to adapt your techniques to different scenarios and personalities, enhancing your flexibility and effectiveness.
