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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Tactical Selection

After determining the zone that you and the other side are likely to occupy, what specific tactics should you select? What can you anticipate from the other side? Ask yourself:

  • Based on my tactical orientation, what tactics will I use?

  • What zone do I assume the other side is in?

  • If adversarial, what can I do to convert the situation toward the neutral or win-win zone?

  • What tactics do I think the other side will use? How will I respond?

Table 10.1 shows the stage in which tactics are most likely to be used. Consider this table as a guide. The use of various tactics may occur at any of the stages. Even though the win-win and adversarial tactics are lined up next to each other, the best countermeasure for each adversarial tactic is found in Chapter 9.

Table 10.1. Tactics by Stage
StageWin-Win Zone TacticsAdversarial Zone Tactics
Opening  
Set the climate and agendaAgendaMissing man maneuver
Common interestsDeadline pressure
Establish the processDisclosurePersonal attacks
State and respond to opening positionsAuthority limitsRules
Team seatingGood guy/Bad guy
 ColumboRed herring
 Objective criteriaPoor mouthing
 Saying noCrunch time
 Walk-AwayNonnegotiable demands
Exploring  
Distinguish between wants and needsCreate empathyBluffing/Lying
Expand the pieCherry-picking
Identify alternative currencies/optionsScalingDivide and conquer
Testing questionsEnd run
Match currencies to needsBrainstormingFunny money
BundlingSplit the difference
 What if . . .?Surprises
 Balancing the scalesTake it ...

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