Practical Negotiating: Tools, Tactics & Techniques

Step 8: Tactical Selection

Once you’ve determined your side and the other’s tactical orientation, you can assess the tactics that they are likely to use (see Table 12.8). Consider the history with the other party, or even the experience of initiating this negotiation. Are they easy or difficult to deal with on issues such as scheduling and sharing information? If they are likely to use adversarial zone tactics, determine what win-win zone tactics you might use. Consult Chapters 8 and 9 for additional guidance.

Table 12.8. 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 or leave it
	Concessions	Threats
	Patience/Persistence
	Soak time
	Warn, don’t threaten
	Zeroing in
Closing
Summarize the agreement and contract	Caucus	Authority escalation
	Change of pace	Deadlock
Communicate and implement	Closing the deal	Fait accompli
	Mark up ...