It is very important for a negotiation to understand the strategy & tactics which he may to have to adopt. While a strategy is a plan that is made, the tactics are the one the stop decisions that may have to be changed that may come in to force due to some unexpected conversations.
For Example, the strategic decision of a journey will start where the journey starts and where the journey concludes. The mode of travelled by car, train, plane, or by boat are specified in the strategic decision. However the tactical decisions are somewhat similar to any army general when he finds something unexpected that is happening by the enemy. When he notices a change in the decisions of the enemies tactics, he changes the actions on that line.
In your negotiations skills your strategic decisions are about the outcome and the pace of the bargaining process. Your tactical decisions are about the details about how you would react to the ploy of the opposite party.
You cannot understand and correctly visually the action what he opposite party might have taken. So therefore the tactics might assume a seriously great amount of importance. The preparations steps can be divided into three steps:
- Stage 1. In the initial stage of the negotiation, you have to be very formal. You may tell each other, broadly speaking your objective but beyond, you will not explain any important detail.
- Stage 2. In the second stage of negotiation, time is spent, always trying to find various pathways to possible agreements. However even at this stage you will not commit yourself and also keep an open mind for the negotiation to continue.
- Stage 3. In this final stage you will once again return to the more formal way of behavior, having identified some possibilities in the previous stages, efforts will have to be made to convert one of the possibilities into concrete realities of the complete agreement. But this may not happen directly, there could be many missing links. In case that happens, you keep the discussions line open to sit and negotiate this topic later.
