MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

on the other hand, if the degree of reliability of the agreement is low, it will be necessary to negotiate as openly as possible.

The combination of these variables gives us the following table of possibilities:

Once the tactical style has been established, it needs to be maintained throughout the negotiation, unless the other side has clearly chosen a more confrontational style than ours and our tactics may backfire. There are some negotiation tactics that are used when negotiating in a tough and closed manner. Below we will look at some of them, although it is best not to use them because they generate more tension and make it more difficult to reach agreements that are beneficial for both parties. Nevertheless, it is useful to be aware of them in order to be able to recognise them in the behaviour of other negotiators: • Salami . The concessions should be given in the same way this sausage is served, in very thin slices. What concessions would you make in our case, how would you dose them?

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