Abstract
In this chapter our aim is to understand what tactics are and how they are used. This is necessary from the standpoint of a party using a tactic, but also from the other side of the table: from the standpoint of the party towards which a tactic is directed. It can be suggested that a tactic understood is, in practice, much less of a problem to a negotiator.
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The initial taxonomy of tactics presented below was first established by A. Gottschalk, Cedep Teaching Note, 1974, unpublished. It was later completed and developed by the author.
J. Pfeffer, Power in Organizations, p. 116, makes a similar point when he calls attention to the power embedded in the capacity to control decision premisses.
Strategy and Collective Bargaining Negotiations, p. 32.
Negotiating Behavior, p. 23.
Ibid., p. 38.
As discussed above and defined by Rubin and Brown, The Social Psychology of Bargaining, p. 130.
Bargaining.
Negotiating Behavior, p. 57.
The Strategy of Conflict, p. 53ff.
The Social Psychology of Bargaining’, p. 186.
T. C. Schelling, The Strategy of Conflict, ch. II.
Bacharach and Lawler, Bargaining, have devoted considerable attention to the use of threats, bluff, and so on, notably in experimental settings. They devised experiments in order to try to predict the use of these tactics from the power balance.
Some of these have already often been discussed in the literature on practical aspects of negotiating. See, for instance, H. Cohen, You Can Negotiate Anything (New York: Bantam, 1980)
J. Ilich, Power Negotiating (Reading, Mass.: Addison Wesley)
C. L. Karass, Give and Take (New York: Crowell, 1974). We want here to put them in evidence as related to general categories of tactics.
See J. C. Altmann, Les Techniques de la Négociation (Paris: WEKA, 1980).
Summarised by Pruitt, Negotiating Behavior, p. 127.
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© 1991 Jacques Rojot
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Rojot, J. (1991). Negotiating Tactics. In: Negotiation: From Theory to Practice. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-11445-0_6
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