Negotiation Tactics: Logic and Emotion Framework PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, presents a matrix categorizing negotiation tactics into 4 quadrants based on 2 axes: power dynamics and approach type, specifically focusing on logic versus emotion. The left side of the slide details the "Threat + Logic" quadrant. Tactics in this quadrant utilize the power of potential negative outcomes while grounding arguments in rationality. They aim to compel the opposing party to comply or concede by presenting logical reasoning that highlights the necessity of avoiding undesirable consequences. This approach is structured and relies on clear, rational arguments to influence decisions.

On the right side, the "Threat + Emotion" quadrant is outlined. Here, tactics blend the use of threats with emotional appeals and psychological pressure. The goal is to create a sense of urgency or fear, leveraging emotional triggers to amplify the perceived severity of the threat. This method seeks to drive compliance based on emotional responses rather than purely rational considerations. It emphasizes the psychological aspects of negotiation, suggesting that emotional engagement can be a powerful tool in influencing outcomes.

Both quadrants illustrate different strategies that can be employed in negotiations, highlighting the importance of understanding the interplay between logical reasoning and emotional influence. This framework can serve as a valuable guide for executives seeking to navigate complex negotiations effectively, providing insights into how to tailor their approach based on the dynamics at play. The distinctions made between these tactics can help in selecting the most appropriate strategy for specific negotiation scenarios.

This slide is part of the Negotiation Tactics PowerPoint presentation.

This framework is created by former McKinsey, BCG, Deloitte, EY, and Capgemini consultants and provides a reference guide to a diverse set of 26 negotiation tactics.

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