6
Bargaining Tactics
Where strategies point us in the direction of our goal, tactics are the power levers for getting there. By accentuating pressure on the other side, they lower expectations, shape motivations, and drive people toward their bottom line. The creative negotiator’s challenge is twofold: to wield these tactics adeptly, and to keep antennae up for the other side’s tactical moves. Succeed on both fronts, and odds are good that you’ll win the competitive leverage game.
To some, haggling tactics may connote less-than-scrupulous manipulation. But to repeat: bargaining is an adversarial activity. Our job is to gain an advantage and defend our interests. While we wouldn’t ordinarily use these techniques on friends or neighbors, ...
Get Creative Conflict now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
