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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Step 7: Determine Your Tactical Orientation

Tactical orientation refers to a process that provides you with general guidance in selecting tactics consistent with your objectives and intent (see Table 12.7). You should be fairly sure of your answers and able to speculate about those of the other side. If you are not sure of some of their answers, you can use these questions early in the negotiation process to determine what zone they are in.

Table 12-7. Tactical Orientation Process

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