Practical Negotiating: Tools, Tactics & Techniques

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

Stage	Win-Win Zone Tactics	Adversarial Zone Tactics
Opening
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
	Columbo	Red herring
	Objective criteria	Poor mouthing
	Saying no	Crunch time
	Walk-Away	Nonnegotiable demands
Exploring
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 ...