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August 6, 2006
Negotiating Tactics
Everyone talks about negotiating tactics. I prefer to think of tactics as tools to resolve problems. The term "tactics" often connotes efforts to manipulate another into agreeing to something they don't want to agree to do. That may be shortsighted as agreements forged on reluctance have a habit of falling apart as soon as the oppressed side has an opportunity to go back on a prior agreement.
The best agreement is a lasting agreement.
Tactics that coerce compliance are best reserved for last ditch efforts to save a deal that has all but failed.
The tools of negotiation are those tactics and strategies that work to bring the parties together. Such tactics serve to:
-Inform
-Reinforce
-Clarify
-Restate
-Concede
-Conform
-Contribute
-Demonstrate
-Illustrate
-Educate
-Amplify
-Bracket
-Acknowledge
-Appreciate
-Direct
-Redirect
Tactics that tend to be coercive attempt to:
-Intimidate
-Control
-Confront
-Deny
-Cajole
-Coerce
-Threaten
-Embarrass
-Ridicule
-Manipulate
Consider the tenor of the negotiation and your tactical intent before employing any negotiating tactic.
Posted by Bill at August 6, 2006 9:41 AM
Comments
Very good negotiation tools, thanks for sharing.
Posted by: Negotiation at August 14, 2006 7:26 AM