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Negotiation Techniques- Delay Tactics
The mechanism of the tactic is simple.
The hawk and the pigeon or the good boy-bad boy tactic
The mechanism of the tactic is simple: in a team of two negotiators, one of them will lead the introductory stages of the negotiation and then leave the leadership of the other colleague for the final stages.
While one plays the hard role of the inflexible and develops the state of conflict, the other plays a conciliatory role and develops the state of cooperation.
The advantage is that high demands can be advanced at the beginning of the negotiation, firmly and without reservations.
We can do this because at the time of the negotiation the one who asked for more will not be forced to give in: initially a strong position was established which the first one (the hawk or the bad boy) will have to defend!
Tactics of circumvention
Such a tactic is common in oversized international organizations.
The negotiator, in the desire to exert pressure on the partner, seeks to discuss with his superiors or even with his colleagues; in this way, he seeks to undermine his position, to isolate him.
