CH2-negotiation tactics

CH2-negotiation tactics - C hapter 2 Negotiation Tactics H...

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Chapter 2 – Negotiation Tactics Hardball tactics are designed to pressure targeted parties to do things they would not otherwise do; such tactics will normally work on poorly prepared negotiators. However, hardball tactics can backfire, and there is proof that very adversarial negotiators are not productive negotiators. Many find these tactics offensive and will retaliate when they are used. There are various ways to deal with hardball tactics. A proper strategic response to these tactics necessitates that the negotiator identify the tactic quickly and know what it is and how it works. Four major options for responding to hardball tactics are: Ignoring them; Discussing them; Responding in kind; and Co-opting the other party. Typical hardball tactics include: One. Good Cop/Bad Cop. This is named after a police interrogation technique in which two cops, one kind and the other rough, take turns questioning a suspect. Although this tactic can be transparent, it usually results in concessions and negotiated agreements. Two.
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This note was uploaded on 05/30/2011 for the course BUS 515 taught by Professor Blossom during the Spring '10 term at Strayer.

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CH2-negotiation tactics - C hapter 2 Negotiation Tactics H...

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