Mapping 26 Negotiation Tactics for Strategic Insights PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, presents a structured overview of 26 negotiation tactics organized within a Negotiation Tactics Matrix. This matrix categorizes tactics based on their reliance on 2 primary sources of power: threat and bargaining. The vertical axis represents the spectrum of power, while the horizontal axis differentiates between logical and emotional approaches.

In the upper left quadrant, tactics associated with threats are displayed. These include strategies like "Brinkman-ship," which implies a high-stakes approach, and "Silence," which can create tension or pressure. The presence of tactics such as "Re-escalation of demand" and "Preemptive strike" suggests a focus on aggressive negotiation styles that leverage power dynamics.

The lower left quadrant focuses on bargaining tactics, which are more collaborative in nature. Tactics like "Linking issues" and "Thank & bank" indicate a strategy that seeks to build rapport and mutual benefit. The inclusion of "Salami slicing" and "One last thing" reflects a method of negotiating in smaller increments to achieve larger goals.

The right side of the matrix categorizes tactics based on their logical or emotional appeal. For instance, "Good guy/bad guy" and "Divide and rule" are emotional tactics that can manipulate perceptions and relationships during negotiations. Conversely, tactics like "Onus transfer" and "Full disclosure" emphasize transparency and logical reasoning.

This matrix serves as a practical tool for understanding various negotiation strategies, helping executives select appropriate tactics based on their specific negotiation context. It highlights the importance of aligning negotiation approaches with desired outcomes, whether through emotional influence or logical reasoning.

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