|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.|