Part I techniques to negotiate successfully. Chapter: Tactics and tricks of negotiating the negotiating capacity is given by a set of intellectual skills and social skills, together with a deep understanding of what is a negotiating process. Knowledge of specific tactics or techniques constitutes aid which allows us to face every situation in better conditions, with a greater mastery of ourselves and negotiating processor. However, must be prevented against the idea, too frequent, that a technique or a ruse does us will open the doors of the negotiating success. All the do tricks do are do old tricks do, i.e., works only to the extent that the contrary has not read the same books or attended the same courses that we.???? We can never presuppose that the other party knows less or is less prepared than us. That assumption is not appropriate when we seek an inclusive agreement for the interests of both parties, but not when we’re in a distributive negotiation of the type win – lose. One of the most common mistakes is to underestimate capacity and position the opponent party negotiators.
Types of techniques-there are many tactics and techniques derived from the immense casuistry favouring behaviour and argumentation. In general, can be divided into three groups: obstructive, offensive and misleading. 1. The obstructive tactics: this type of techniques intend to put resistance to arguments and pressures of the other party. 2 Offensive tactics: Chase press or intimidate the other party offering a way out through the settlement proposal. 3.
The misleading tactics: are what we usually call tricks. They are small does traps? that you pursue projecting upon the other party a mistaken view of things. The use of the latter runs the risk of being discovered sooner or later by the opposing party. Therefore, it is best to use them as little as possible and only if we are confident that no one will reveal the deception.