Tactical Orientation Continuum
How can we put the previous questions to work? Think of a continuum with one end representing the win-win zone and the other end the adversarial tactics zone. The middle is the neutral zone (see Figure 10.1).
Figure 10.1. Tactical Orientation Continuum
Next, answer each of the questions in Figure 10.2 using the following scale:
+2 | Definitely yes |
+1 | Possible yes |
0 | Unsure |
−1 | Possible no |
−2 | Definitely no |
Figure 10.2. Tactical Orientation Questions and Continuum
Get Practical Negotiating: Tools, Tactics & Techniques now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.