There are many approaches, tactics, and strategies that can be used as part of the negotiating process. Before using any of them, it is important to keep in mind a number of key considerations.
Strategic Purpose: You need to have a clear understanding of why you are using an approach or tactic. It may be to manage the other party’s perceptions; it may be to hide your own Least Acceptable Settlement (LAS) or to make them think that your LAS is located at a particular point; it may be to gain time, or it may be for any number of other reasons. Before using an approach or tactic, be clear as to your purpose for using it and what you hope to achieve with it.
Choice and Patterns: The choice of which approach or tactic to use depends on the pattern of circumstances surrounding the negotiation. Remember, approaches or tactics that might work well with one person or in one set of circumstances might be disastrous with another person or in a different set of circumstances. Don’t fall into a rut of always using the same tactics. Choose them carefully depending on the situation that you are facing.
Combinations of Tactics: Approaches or tactics may frequently be combined for greater effect. Look for combinations of tactics that will reinforce each other and help you achieve your goals in the negotiation.
Comfort Level: This book may contain some approaches or tactics that you would not be comfortable utilizing. Follow your own instincts! Never utilize a tactic or strategy that you are uncomfortable with or that you personally believe to be unethical. We include a whole range of approaches, tactics, and strategies here so that you may be aware of the patterns that they present. This will help you recognize the patterns when others are using the tactics against you. However, never use an approach or tactic that you are uncomfortable with or that you do not feel is proper.