There are many approaches, tactics, and strategies that can be used as part of the negotiating process. Before using any of them, it is important to keep in mind a number of key considerations.
Strategic Purpose: You need to have a clear understanding of why you are using an approach or tactic. It may be to manage the other party’s perceptions; it may be to hide your own Least Acceptable Settlement (LAS) or to make them think that your LAS is located at a particular point; it may be to gain time, or it may be for any number of other reasons. Before using an approach or tactic, be clear as to your purpose for using it and what you hope to achieve with it.
Choice and Patterns: The choice of which approach or tactic to use ...
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