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Negotiating in the Leadership Zone by Ken Sylvester

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Chapter 9

Perspectives on the Use of Tactics-Refer to Appendix D

Thirty Tactics

Abstract

This chapter guides users through an understanding of human behavior, selecting the right tactics, assessing tactics, making sure the selected tactic fits the context, and understanding that using tactics depends upon contextual intelligence. Tactics are tools to accomplish plans but one tool is not adequate for all jobs. Evaluating the effective use of tactics is the continuing learning and wisdom of leaders. The user of tactics is cautioned about the consequences of their long-term implications. This chapter closes with 3 tactics to overcome gridlock, 25 alternatives to an impasse, and 5 universal negotiation situations. Appendix D provides descriptions of ...

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