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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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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:

+2Definitely yes
+1Possible yes
0Unsure
−1Possible no
−2Definitely no
Figure 10.2. Tactical Orientation Questions and Continuum

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