Cooper Business School

In this procedure we can use 3 different types of tactics, obstructive, offensive and misleading.Obstructive tactics: This type of tactic intended to put up resistance to the arguments and pressures of the other party. In a way to negotiate is to seek a balance between 2 parties, but it is often difficult to try to stop the most powerful position.

In this case what is sought is intended to refute all that air-entraining counterparts out of the negotiation by obtaining greater benefits for us and less for the other party.

Offensive Tactics: We try to pressure or intimidate the other party offering a way out through the proposed agreement. In this case it is used in a way different types of pressure trying to get the other party to yield to our proposal.Suppose you have to negotiate with the owner of a business, when you drop together with 5 people, 2 lawyers, an accountant, a psychologist and a person who analyzes the negotiation, all dressed in black suits and face bad dogs.

In contrast, the other person is alone, dressed casually and not well prepared. This is an example of intimidation that does not use physical or verbal violence, yet the other party will feel in a junior position and you will surely win the negotiation ends.

Deceptive Tactics: Those that we call “tricks.” These are small tricks that seek to project upon the other party a mistaken view of things. Obviously this way of trading is highly risky and not recommended except for experts in the field.

Think for a moment if they find out before, during or after the negotiation or just you make a mistake. In turn, this type of negotiation if discovered you can leave you badly and labeled as a person “not recommended.”

You can use such tactics when negotiating and steering the way you see fit, but always keep in mind that the negotiation is to bring a convenience between the 2 parts.

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