What are Negotiation Tactics?
Negotiation tactics include any range of skills that a negotiator will employ during the course of negotiation in order to secure an objective.
Some negotiators seem to believe that hard-bargaining negotiation tactics are the key to success. They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation. When negotiators resort to this behavior, they convey that they view negotiation as a win-lose enterprise.
To prevent your negotiation from disintegrating into hard-bargaining, you first need to make a commitment not to engage in these types of negotiation tactics yourself. Remember that there are typically better ways of meeting your goals, such as building trust, asking lots of questions, and exploring differences.
In our lives as negotiators there will inevitably be times when we feel angry, frustrated, and mistreated. This is why it is important to be prepared with solid negotiation tactics.
Even so, if you’ve determined that threats and hard-bargaining negotiation tactics would indeed serve your interests, make sure the threat will function as a motivator, not a punishment. Frame it in terms of how compliance will further your counterpart’s interests rather than how noncompliance will thwart them.
Recognize too, that this type of power struggle is a sign that you’ve gotten bogged down in a win-lose negotiation where each side is trying to grab the biggest piece of the pie. Wise negotiators try to get beyond such competitions to look for both ways to benefit—and keep their smiles on their faces.
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