ABSTRACT
To inform their alliance negotiations, negotiators need a good understanding of the differences among various negotiation strategies and tactics, as well as how to value their resource contributions responsibly. This chapter provides a systematic framework with a set of decision-making steps for alliance negotiation and a summary. Negotiation behaviour encompasses all activities exploited by negotiators during a negotiation process, with the aim of coming to terms with the negotiating partner. Negotiators formulate and deploy different strategies and tactics, switching among them as alliance negotiations progress. Negotiation tactics refer to the means used to execute the negotiation strategy. To organize the distinct types of tactics, a three-category classification is identified: hard, soft and rational. Resolving the inherent tension between collaboration and competition requires that negotiators understand the implications of distinct negotiation approaches and their underlying dynamics. The chapter concludes with a case illustration.
