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Tactics
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Tactics are the different strategies and activities designed to support a negotiator in achieving their success criteria. Broadly, different styles use different tactics and therefore:
- Individual tactics can be a strong indication of a negotiator’s style.
- The pushover will either ignore or succumb to tactics.
- The tough negotiator will respond to tactics indifferently or with another tactic.
- Collaborators handle tactics to ensure a win-win situation.