ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of negotiation tactics. There are a plethora of different tactics used in the negotiation process. Some authors like to split them into either integrative or distributive approaches; however, most are happy to just consider them as short-term tactical solutions to gaining competitive edge. Tactics are normally employed at the bidding stage of the negotiation process, and are frequently used alongside the persuasion and influencing tools. Negotiation tactics should align with the overall negotiation strategy. The use of tactics during a negotiation can open up opportunities where perhaps the persuasion and influencing methods have failed. Tactics are 'quick plays', and regardless of their integrative or distributive nature, the negotiation dynamics have to be conducive to their utilisation, otherwise they may be quickly seen for what they are.
