MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

90, he will probably not dare to ask us for 200 (a position that he knows is as far from reality as ours) and will make us a lower counter-offer.

However, if the other negotiator makes an offer before we do, that's fine, we will simply state our exit limit without changing what we had planned to do before we started negotiating.

10.3. Negotiation strategies and tactics

In the negotiation framework, strategy refers to the general pattern of relationships you want to pursue, while tactics refer to the operations you will carry out to achieve your objectives. In other words, strategy is what you will do and tactics are how you will do it.

The strategies that can occur in a negotiation are:

 Do not start.  Take it or leave it (tick only one possible option and/or negotiate).  Dribbling (discuss according to a single option in play).  Negotiation (seeking maximum mutual benefit).

In order to correctly define the strategy to be used, it is necessary to know the positions of power, the time available to reach an agreement and to assess the importance of personal relationships for the future. The combination of these variables presents the following table of advisable strategies.

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