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Negotiation by Harvard Business School Press

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4

Table Tactics

How to Play the Game Well

Key Topics Covered in This Chapter

  • Getting the other side to the table
  • Getting off to a good start
  • Harnessing the power of anchoring
  • Using concessionary moves
  • Tactics for distributive (win-win) negotiations: active listening, exploiting complementary interests, and packaging options for more favorable deals
  • General tactics: framing and continual evaluation

MOST NEWCOMERS enter into negotiations with substantial concerns. Should they be tough or collaborative? Should they hold firm to their price or be prepared to make concessions? Is it best to fight hard for the most they can get or seek a fair outcome? Should they make the first offer or wait to counter it? This chapter addresses these and other ...

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