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Tactics

  • Positions will be presented in every negotiation. However, the motives behind the position is what negotiations are really about. Concentrate all your efforts on the motives.
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  • Knowledge is power – gather as much information as possible about your negotiating partner before your negotiation starts. This information will provide the foundation for your strategy and tactics.
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  • There is no negotiation without arguments. However, use arguments strategically – let your negotiating partner speak first to obtain additional information. This will allow you to tactially place your own arguments.
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  • Breaking off negotiations doesn’t mean defeat, it’s part of tactics. If there is nothing left to negotiate in your view, end the negotiation and deliberately pave the way for resuming it at a later stage.
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  • Tactics are concerned with the actual implementation of your strategy. Tactics are like a giant tool box that you can use depending on the situation and your strategy.
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