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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Key Points

Tactical orientation refers to a process that will provide you with general guidance in selecting tactics consistent with your objectives and intent.
Key questions to determine your tactical orientation:

- Do I trust them? Do they trust me?

- Am I under time pressure? Are they?

- Is reaching a win-win agreement desirable?

- Am I open to alternative outcomes? Are they?

- Do I want a long-term relationship? Do they?

By assigning values to this series of questions, you can determine your tactical orientation.
The tactical orientation continuum contains three zones:
- Win-win zone: Where win-win tactics are likely to be used.
- Neutral zone: Where a mixture of win-win and adversarial tactics are likely to be used.
- Adversarial zone: Where adversarial tactics are likely to be used.
Tactical selection involves selecting the specific tactics you plan to use and to anticipate what tactics the other side may use, based on tactical orientation.

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