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Let’s start off with a valuable reminder: tactics are not a substitute for a real negotiation strategy. In working with thousands of negotiators, I have reached three conclusions about tactics.

One, it is imperative to recognize tactics, so as not to be drawn into reactionary conversations. The single most important thing that you can do is recognize a tactic as a tactic.

Two, choose tactics based on your organization’s goals, your personality, your counterpart’s goals, and what you know of your counterpart’s personality.

Third, categorize tactics based on one objective criteria: does the tactic get my organization closer to its stated goal? If that tactic does not get your organization closer to its stated goal, do not use it.

If you or a team member would like to master negotiating complex contracts, buy a copy of The Contract Professional’s Playbook available at Amazon.