 Negotiation Tactics – One of the most important segments of business negotiation.

Counter Tactics – It consists 3 major noticeable steps: I. Identify the tactics used against you. (Makes you ready and comfortable before the actual negotiation, you can strategise your moves.) II. Possible process options to plan. (Slowing down the process will help in thinking and acting accordingly.) III. Depending on the outcome the party want to achieve, it can decide the appropriate counter tactic and get the desired results.  If the other party starts snubbing or putting pressure then we can start talking about competitors, the OP’s business and current situation along with our strong points to be offered.  Planning Counter Tactics – By asking Hypothetical questions, try to disclose OP’s tactics. Referring Deadline would be a good tactic. Acknowledge & Deflect. Using Time as a weapon to postpone the process according to our convenience.  Taking Position – Ignorance and Resistance  Breaking Deadlock –  Identifying other party’s needs.  Rechecking the attitude, tone and communication style.  Creating process movement.  Concession – a) Sometimes we should let the OP to initiate the concession. (Whoever makes the 1st move, they somehow losses the psychological advantage.) b) If at the end of negotiation the OP losses its face or suffers loss, then it is a part of professional duty to cheer them up to retain the good relationship. c) Analysis the sequence of concessions.  To make concessions – Careful planning. Check the responses of OP by offering different concessions. Exchange concession to make a long term relationship. Offer concession as a reward for motivation. Keep in mind the short term and long term consequences. Retain sufficient to offer at final closure of the deal.    

o Changing focus from past to future. o Building common ground to have a comfort zone. o Discussion of differences (Making it only in the organization and professional level not in personal level) o Separation of conflicts. [Creating a hypothetical situation]  Phases of Negotiation:  Introductory – Place. o Final offering. o Settling in to start negotiation by basic introduction. o Process control from outset. o Taking position to problem solving.  Integration Phase – o Surveying the range. c) Attitude. o Monitoring the climate.  Using Question as a tool:    Open ended question [To break the ice] Reflective [To build rapport or to be empathetic] Hypothetical. o Climate development. o Clarification of issues and interests.  Dynamics of International BNS: . o Locking in both professional and personal level.  Differentiation Phase – o Creating outer limits and ZOPA. o Tactical concession making. o Conflict management. Mood and Time do count in this stage. o Holding OP’s esteem and closing the deal. Communication – a) Appropriate body language.  Post Settlement – o Implementation of the entire process. b) Right words at right time.  Settlement Phase – o Summarizing the deal. o Agreement. o Avoid deadlocks. flattery and talking about the business. d) Style.

Environmental Context – 1) Political and Legal aspects including taxes and contract law. Immediate Context – 1) Relative bargaining power – Who invests more equity and fund. 4) Tangible and intangible outcomes. cultural and ethnicity related conflicts. 3) The relationship between the parties. has the upper edge. 5) Individual or group rights. 6) Different cultures and practices. 2) Geographical. that’s why Dollar remains best choice] 3) Different governmental policies. 7) External stakeholders’ interests. 2) International currency. [Vulnerable and fluctuating. 4) Political and resource instability. . 5) Immediate stakeholders.

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