the practical methods and partial procedures used by individuals or parties during the negotiation process to influence its course and achieve the best possible outcomes. They differ from “negotiation strategies” in that they are short-term tools and specific means used at certain moments or at certain stages of negotiations, while a strategy is a comprehensive plan that defines the overall structure of the process. Thus, negotiation tactics are small tactical steps used to achieve the larger goals of negotiations. It relies on a combination of personal skills, psychological knowledge, and the ability to understand the behavior of the other party. It is often chosen taking into account factors such as the nature of the problem, the balance of power between the parties, the culture of the negotiators, and the importance of their future relationship. Thus, it can be said that negotiation tactics are precise practical tools that give the negotiation process a practical and flexible character. It serves as a “hidden language” that negotiators use to manage interactions at any time, whether to reach a common position or assert their control over the situation.
Examples of negotiation tactics:
1) Opening tactics – for example, putting forward an initial “high/low” proposal (anchoring) to form a discussion.
2) Pressure tactics – for example, implicit threats to abandon the deal or setting strict deadlines.
3) Persuasion tactics – for example, the use of logical arguments or supporting data and evidence.
4) Relationship tactics – for example, flattery, building trust, and showing flexibility to build long-term relationships.
5) Delaying tactics – for example, postponing answers or prolonging the discussion in order to weaken the other party’s position or gain time.
6) Surprise tactics – presenting a new proposal or an unexpected condition at a critical moment in order to influence the course of negotiations.
7) The tactic of the final offer is the announcement of the current offer as the last one in order to force the other party to make a decision.