Negotiation Tactics: Tactics of Introductory Questions

The negotiator will enter the negotiating room, shaking hands with his opponents and wishing them “Good morning!”.

Paraverbal tactics

The principle is simple, we need to talk in the same way with our negotiating partner because only in this way can he understand us better and we will be able to enter the same wavelength.

It may seem strange, but we have more confidence in people who are like us, even if we are not aware of it.

Some examples would be the following: if the interlocutor speaks quickly, you also speak quickly; if the interlocutor speaks less often, you also speak less often; if the interlocutor speaks in a louder tone, you also speak in a louder tone; if he emphasizes the verbs, accentuate them too; if he speaks using a certain melodic line, use it and so on.

Tactics of appealing to the senses

It is used when reason does not consent to a certain thing. It appeals to previous collaboration, personal or national pride, to the memory of pleasant moments spent together in the protocol actions (meals, shows, etc.).