negotiation tactics

negotiation tactics PowerPoint PPT Presentation


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2. Common Tactics. A variety of tactics, if used by either side in a negotiation, can help lead to mutually beneficial agreements.Each negotiation may require different tactics, depending on the parties and issues involved.. 3. Common Tactics. Packaging (Bundling): Combining two or more items to add value to a deal, such as price, terms, and quantityFraming: Positioning a solution in terms of a certain perspective, such as a gain versus a loss, or a positive versus a negative..

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1. Negotiation Tactics American Society for Training & Development

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3. 3 Common Tactics Packaging (Bundling): Combining two or more items to add value to a deal, such as price, terms, and quantity Framing: Positioning a solution in terms of a certain perspective, such as a gain versus a loss, or a positive versus a negative.

4. 4 Common Tactics Balancing the Scales: Illustrating what each party gives and receives to demonstrate a fair deal Objective Criteria: Adding credibility by presenting data from an objective source

5. 5 Common Tactics Scaling: Asking the other side to rate the importance of an issue, that is, on a scale from 1 to 5 Examining Possibilities (What If?): Investigating alternatives by assessing what the other party will consider

6. 6 Common Tactics Pleading Ignorance: Asking for further explanation to buy time and clarify the counterpart’s position Patience: Waiting it out and not allowing yourself to be pushed into a decision; builds trust and disarms the other side

7. 7 Deciding on Tactics Ask questions, such as these: What is the level of trust? What time constraints, if any, exist? How open is everyone to different outcomes? What outcome is desired?

8. 8 Deciding on Tactics Think about the people involved and their styles. Anticipate the counterpart’s behavior. Decide how to respond to anticipated behaviors.

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