Join Lisa Gates for an in-depth discussion in this video Understanding contentious tactics, part of Negotiation Foundations (2012).
When we decide we want or need something, and we set our sights on getting it,…we place ourselves in the path of potential conflict with someone or something.…Not everyone you deal with will know how to ask diagnostic questions or how to…brainstorm and expand a conversation to engage in problem solving.…Instead, you're bargaining partner may resort to contentious tactics in…an attempt to hold their ground or keep as many of the pieces of the pie as possible.…
It's important for you to learn and recognize these tactics, so you can either…disengage, meet fire with fire, or change the game.…A sampling of the contentious tactics are ingratiation, promises, shaming, and…persuasive argumentation, all of these tactics are attempts to manipulate your…bargaining partner, and here is what they look like in action.…Ingratiation is getting what we want through charm or flattery or just because…we're so darn likable.…
In truth, this is a useful tactic and most appreciated when it's authentic.…Promises is getting what you want now by agreeing to do something later.…
- Preparing for a successful negotiation
- Using diagnostic questioning
- Opening the negotiation
- Dealing with conflict
- Framing and anchoring the discussion
- Making concessions and asking for reciprocity
- Encouraging cooperation
Skill Level Beginner
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A: Discover more on this topic by visiting communication skills on lynda.com.