Tactics are often used to “gain an advantage” over a negotiating partner. Tactical negotiations are rarely successful and often lead to stalemates or bad deals.
When confronted with a tactical partner, focus on the desired outcome, not the situation. Keep emotions under control. Identify the tactic, but do not respond with tactics of your own.
The goal is to come to a mutually acceptable, sustainable agreement, and that is best done by employing a few simple counteractions to the tactics encountered.
In the text box below, write out a short explanation of which counteractions you would employ if your client (the one you have been using throughout your Small Business Sales Academy journey) used a given tactic in your negotiations.