4 Tactical Negotiation Strategies for Better Outcomes
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4 Tactical Tasks: Learning From the Other Party
1. Assess the Other Party's Position
Assess the other party’s target, resistance point, and cost of terminating the negotiation (resistance and BATNA). There are two ways to do this:
- Direct assessment: Asking or observing directly.
- Indirect assessment: Analyzing external factors and behaviors.
2. Manage the Other Party's Impression
Manage the other party’s impression of your target, resistance point, and cost of terminating negotiations.
Screening Activities
- Concealing information: Keeping sensitive data like your target point, resistance point, and BATNA confidential.
- Calculated incompetence: Exploiting the other party's lack of knowledge by providing misleading information or negotiating with those