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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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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.

Table 8.1. Win/Win Tactics
AgendaMark up the document
Authority limitsObjective criteria
Balancing the scalesOff-the-record discussions
BrainstormingPatience/persistence
BundlingPinch factor
CaucusSaying no!
Change of paceScaling
Change the negotiatorSide memos
Closing the dealSoak time
Columbo (a.k.a. playing dumb)Summarizing
Common interestsTeam seating
ConcessionsTesting questions
Convert the associatesWalk-Away
Create empathyWarn, don’t threaten
Disclosure“What if . . . would you consider . . .”
Expand the pieZeroing in
Face saving techniques 

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