"Good Tactics can save even the worst strategy,
But bad Tactics can destroy even the best strategy.”
… George S Patton
Tactics:
“Practice with Purpose”
Tactics play a very important part in all negotiations whether we are aware of them or not.
As part of the TNC workshops we take a “Practice with Purpose” approach and will use a small selection of tactics during the negotiation exercises.
There are many more tactics used and we would certainly encourage you to seek these out from books, videos, training and from your own personal experience.
HOW TO PRACTICE TACTICS ON PURPOSE
- Each negotiator is shown their BUYER/SELLER single variable card with Budget or Break Even*.
- Next, each negotiator is shown a random tactic from the Negotiation Tactics Deck*.
- Negotiations last between 4 to 5 minutes.
- During the negotiation each negotiator should try and use their selected tactic.
- Immediately after the practice each negotiator will be asked what tactics they believe the other negotiator was practicing; this encourages critical observation skills.
- After a debrief the exercise can be repeated with a different tactic.
* NOTE: If you have a Practice Deck of Negotiation Cards then Steps 1 and 2 can be replaced with a Stage 2 Negotiation Card.
TNC Tactics Library (Ukraine)
A selection of tactics for practical practice use.
