Strategic Framework for Negotiation Tactics PPT

This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, presents the Negotiation Tactics Matrix, a strategic framework designed to categorize negotiation tactics along 2 primary dimensions: power and approach. The matrix is divided into 4 quadrants, each representing a unique combination of these dimensions, which helps negotiators determine the most suitable tactic depending on the specific context and dynamics of their negotiation.

The vertical axis represents the source of power, distinguishing between 'Threat' and 'Bargaining.' The horizontal axis contrasts 'Logic' and 'Emotion' as the approaches employed in negotiations. This dual-axis classification allows for a nuanced understanding of how different tactics can be applied effectively. By organizing tactics in this manner, the matrix serves as a comprehensive guide for negotiators, enabling them to select strategies that align with their goals and the situation at hand.

The framework emphasizes that understanding these categories not only aids negotiators in identifying various strategies, but also assists in customizing their approach to fit specific negotiation scenarios. This structured method provides clarity on the principles and techniques that can lead to successful outcomes. Overall, the matrix is a valuable tool for anyone involved in negotiations, offering insights that can enhance decision-making and strategy formulation.

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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