Negotiation tactics refer to specific strategies or techniques used to influence the outcome of negotiations. This understanding encompasses a variety of methods that negotiators employ to persuade the other party, maintain leverage, establish rapport, or achieve specific objectives during the negotiation process. Effective tactics can include techniques such as making concessions, using silence strategically, or framing offers in a way that highlights benefits to the other party.
The focus on tactics highlights their role as actionable steps that can directly impact the dynamics of a negotiation, rather than broader concepts or emotional states. While general approaches to resolving conflicts and organizational policies can play important roles in negotiations, they do not capture the targeted, practical nature of negotiation tactics. Understanding tactics enables negotiators to adapt to changing circumstances and respond effectively to the behavior of other parties involved in the negotiation.