Practical Application
Table 8.1 provides a summary list of all the win-win tactics discussed in this chapter. Based on reading this chapter and your negotiation planning, check the win/win tactics you intend to use in your next negotiation.
| Agenda | Mark up the document |
| Authority limits | Objective criteria |
| Balancing the scales | Off-the-record discussions |
| Brainstorming | Patience/persistence |
| Bundling | Pinch factor |
| Caucus | Saying no! |
| Change of pace | Scaling |
| Change the negotiator | Side memos |
| Closing the deal | Soak time |
| Columbo (a.k.a. playing dumb) | Summarizing |
| Common interests | Team seating |
| Concessions | Testing questions |
| Convert the associates | Walk-Away |
| Create empathy | Warn, don’t threaten |
| Disclosure | “What if . . . would you consider . . .” |
| Expand the pie | Zeroing in |
| Face saving techniques |
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