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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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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
StageWin-Win Zone TacticsAdversarial Zone Tactics
Opening  
Set the climate and agendaAgendaMissing man maneuver
 Common interestsDeadline pressure
Establish the processDisclosurePersonal attacks
State and respond to opening positionsAuthority limitsRules
 Team seatingGood guy/Bad guy
 ColumboRed herring
 Objective criteriaPoor mouthing
 Saying noCrunch time
 Walk-AwayNonnegotiable demands
Exploring  
Distinguish between wants and needsCreate empathyBluffing/Lying
 Expand the pieCherry-picking
Identify alternative currencies/optionsScalingDivide and conquer
 Testing questionsEnd run
Match currencies to needsBrainstormingFunny money
 BundlingSplit the difference
 What if . . .?Surprises
 Balancing the scalesTake it or leave it
 ConcessionsThreats
 Patience/Persistence 
 Soak time 
 Warn, don’t threaten 
 Zeroing in 
Closing  
Summarize the agreement and contractCaucusAuthority escalation
 Change of paceDeadlock
Communicate and implementClosing the dealFait accompli
 Mark up ...

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