CHAPTER 8 Tactics and Values
“Experience is not what happens to you; it’s what you do with what happens to you.”
Aldous Huxley
The decisions you take and the way you behave during your negotiations will be influenced by how much power you think you have and by the way your own values or ethics influence your behavior.
The tactics you employ will be limited by both how much power you have, whether you have a short- or long-term relationship to consider and this may influence how ethical you choose to be during your negotiations.
The dilemma of where the value of fairness fits into negotiation has challenged many organizations. For instance, some organizations who hold strong views on being fair and reasonable may take exception when faced with a trading partner who behaves in a manipulative or irrational manner. On principle, they will not tolerate the behavior and will exit the relationship.
RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY
The way the balance of power is split, and how it shifts with time and circumstance, means you cannot expect agreements always to be, or appear to be, balanced and fair, or even consistent. You can, however, work towards getting the best possible deal given the circumstances you face. Some, faced with such situations, turn to tactics and some become victims of the tactics in play. The Complete Skilled Negotiator sees them for what they are and where necessary uses counter tactics to neutralize their effects.
I am not implying here what ...
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