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.
|Stage||Win-Win Zone Tactics||Adversarial Zone Tactics|
|Set the climate and agenda||Agenda||Missing man maneuver|
|Common interests||Deadline pressure|
|Establish the process||Disclosure||Personal attacks|
|State and respond to opening positions||Authority limits||Rules|
|Team seating||Good guy/Bad guy|
|Objective criteria||Poor mouthing|
|Saying no||Crunch time|
|Distinguish between wants and needs||Create empathy||Bluffing/Lying|
|Expand the pie||Cherry-picking|
|Identify alternative currencies/options||Scaling||Divide and conquer|
|Testing questions||End run|
|Match currencies to needs||Brainstorming||Funny money|
|Bundling||Split the difference|
|What if . . .?||Surprises|
|Balancing the scales||Take it ...|