Tactical Selection
After determining the zone that you and the other side are likely to occupy, what specific tactics should you select? What can you anticipate from the other side? Ask yourself:
Based on my tactical orientation, what tactics will I use?
What zone do I assume the other side is in?
If adversarial, what can I do to convert the situation toward the neutral or win-win zone?
What tactics do I think the other side will use? How will I respond?
Table 10.1 shows the stage in which tactics are most likely to be used. Consider this table as a guide. The use of various tactics may occur at any of the stages. Even though the win-win and adversarial tactics are lined up next to each other, the best countermeasure for each adversarial tactic is found in Chapter 9.
| Stage | Win-Win Zone Tactics | Adversarial Zone Tactics |
|---|---|---|
| Opening | ||
| Set the climate and agenda | Agenda | Missing man maneuver |
| Common interests | Deadline pressure | |
| Establish the process | Disclosure | Personal attacks |
| State and respond to opening positions | Authority limits | Rules |
| Team seating | Good guy/Bad guy | |
| Columbo | Red herring | |
| Objective criteria | Poor mouthing | |
| Saying no | Crunch time | |
| Walk-Away | Nonnegotiable demands | |
| Exploring | ||
| Distinguish between wants and needs | Create empathy | Bluffing/Lying |
| Expand the pie | Cherry-picking | |
| Identify alternative currencies/options | Scaling | Divide and conquer |
| Testing questions | End run | |
| Match currencies to needs | Brainstorming | Funny money |
| Bundling | Split the difference | |
| What if . . .? | Surprises | |
| Balancing the scales | Take it or leave it | |
| Concessions | Threats | |
| Patience/Persistence | ||
| Soak time | ||
| Warn, don’t threaten | ||
| Zeroing in | ||
| Closing | ||
| Summarize the agreement and contract | Caucus | Authority escalation |
| Change of pace | Deadlock | |
| Communicate and implement | Closing the deal | Fait accompli |
| Mark up the document | Last and final offer | |
| Pinch factor | Nibbling | |
| Side memos | Simple solutions | |
| Summarizing | Split the difference |