Ten Typical Negotiation Tactics
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John Onto
Professor - Negotiations Management Tactics are typical behaviours used in negotiations whereby negotiators try to claim value for themselves, often at the expense of the other party.
These tactics are relevant for certain types of negotiation but when used in incorrect contexts they are high risk and will undermine the aspirations of all parties, especially where negotiators are looking to build value-creating, ongoing relationships. It is important that we are able to recognise these tactics and apply countering behaviours. Professor Onto discusses how to use these countering behaviours. Running time 39.07 minutes minutes
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