Negotiation tactics according to the strategy: Attack, Defense and Cooperation.

Tactical Choice: Adapting to the Negotiation Game

Once the general negotiation strategy has been defined - whether it is exclusionary (win-lose) or integrative (win-win) - we must choose the specific tactics that we will employ during the process. These tactics are the concrete actions that will allow us to execute our strategy.

It is crucial to understand that negotiation is a dynamic and changing process; therefore, the choice of our tactics will depend not only on our initial plan, but also on the actions and strategy adopted by our opponent.

There are three main groups of tactics: attacking, defensive and cooperative tactics.

Attack Tactics: The Quest for Dominance

Attack tactics are directly associated with an imposing negotiating style and an exclusionary strategy.

Their main objective is to exert pressure, provoke and intimidate the opponent, seeking to generate emotional reactions that put him at a disadvantage.

These tactics often rely on indirect persuasion, appealing more to emotions than to logic, where the negotiator's communication skills and charisma become crucial to destabilize the opponent.

They are, in essence, an attempt to win the negotiation through force and psychological domination.

Defensive Tactics: Resistance to Pressure

Defensive tactics are the natural response when faced with an opponent who uses attack tactics.

Instead of yielding, these tactics focus on resisting and responding with systematic objections to the other party's proposals, showing inflexibility.

In this scenario, assertive techniques such as the "broken record" (repeating one's own position calmly) or the "fog bank" (being partly right in order to disarm the opponent) are extremely effective.

This tactical approach is characteristic of formalistic and diplomatic negotiation styles, which stick to their principles (whether rules or clear objectives) and do not yield easily to pressure.

Cooperative Tactics: Building Mutual Agreement

Finally, cooperative tactics are aligned with a cooperative negotiation style and an integrative strategy.

Their purpose is completely different from the previous ones: instead of attacking or defending, they seek to focus the conversation clearly and appropriately on the issue to be resolved, in order to achieve agreements that are valid and beneficial to both parties.

These tactics include active listening, the search for common interests, the generation of creative options and transparency.

Their goal is not to win at each other's expense, but to build a joint solution that strengthens the relationship in the long term.

Tactical Dynamics in Negotiation

Negotiation is a strategic dance where we must be prepared to adapt our tactics.

If our opponent chooses an exclusionary strategy and attacks us, we will be forced to decide: do we respond with the