Tactics its the formulation and the flesh. It is he formulation of that plan.

Tactical action is
more flexible than strategy. More adapatable. It can change during negotiation. Versatile
means able to change easily.

Strategy is the bones, is the plan. Is the way we want our wishes to go to our objectives

Positions in conflict

Assertiveness capable to defend your positions in a kind manner

Competitive Collaborative

compromise

avoidant Accommodatuve

Unasertiveness

Uncooperative don’t try to satisfy and don’t want to defend positions

Cooperative: try to satisfy the counter part

Avoidant: don’t try to satisfy and don’t want to defend positions

Accomodative: Try to cooperate but not defend your own concerns

Competitive: don’t satisfy the others but yours

Ccollaborative: satisfy everything

Compromise: adopting a compromised of conflict management

Which position should I take and when should I take it?

4 criteria

Assertiveness point f view

Outcome stakes: How vital is the negotiation?

Relative power: Power play/ Power balance

Cooperations point of view

Common interest of the parties: the more the interest of both are coincident the more they
will cooperate.

Quality of the personal relationship: ifwe have positive exp with the other party, then there is
an opening to cooperation.

Adapting a strategy

There are 16 paths

BATNA

Best course of action if you cannot reach agreement

It is not a passive concept but a dynamic

Helps you negotiate on merits

May help you to elevate your minimum

LAA Leasr acceptable agreement, what the neg wishes for his/her batna to represent. Is the
minimum offer. Put the batna in numbers. It is the quantifications

Most desired outcome

Biggest Realistic Aspiration: Target point, the ideal amount to be paid or buy.

Develop a Batna

Brainstorm your alternatives

Evaluare each alternative

The most valuable to be selected

Dettermine your LAA and MDO

WATNA: worst case scenario when negotiating

Can help to reconsider your LAA.