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...
I lost big playing a negotiation game at the University of Tennessee. My team was caught off guard by our opponents’ tactics. Our opponents were “playing not to lose.” HUH? I play to win. I thought everyone played to win. The other team were wolves in sheep’s...
