Step 8: Tactical Selection
| Stage | Win-Win Zone Tactics | Adversarial Zone Tactics |
|---|---|---|
| Opening | ||
| Set the climate and agenda | Agenda | Missing man maneuver |
| Common interests | Deadline pressure | |
| Establish the process | Disclosure | Personal attacks |
| State and respond to opening positions | Authority limits | Rules |
| Team seating | Good guy/Bad guy | |
| Columbo | Red herring | |
| Objective criteria | Poor mouthing | |
| Saying no | Crunch time | |
| Walk-Away | Nonnegotiable demands | |
| Exploring | ||
| Distinguish between wants and needs | Create empathy | Bluffing/Lying |
| Expand the pie | Cherry-picking | |
| Identify alternative currencies/options | Scaling | Divide and conquer |
| Testing questions | End run | |
| Match currencies to needs | Brainstorming | Funny money |
| Bundling | Split the difference | |
| What if . . .? | Surprises | |
| Balancing the scales | Take it or leave it | |
| Concessions | Threats | |
| Patience/Persistence | ||
| Soak time | ||
| Warn, don’t threaten | ||
| Zeroing in | ||
| Closing | ||
| Summarize the agreement and contract | Caucus | Authority escalation |
| Change of pace | Deadlock | |
| Communicate and implement | Closing the deal | Fait accompli |
| Mark up the document | Last and final offer | |
| Pinch factor | Nibbling | |
| Side memos | Simple solutions | |
| Summarizing | Split the difference |
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