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Key Points
 | Tactics are behaviors—actions used by the negotiator to serve a purpose or to pursue an objective. |
 | Tactics can be skillfully planned or allowed to just happen in the course of a negotiation. |
 | Win-win tactics are more likely to lead to a mutually beneficial agreement. |
 | Adversarial tactics are more likely to put the other party at a disadvantage by intimidating, discouraging, or upsetting them. |
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