Negotiation Tactics and Strategy

Why are tactics and strategy so closely connected? How can you build the right tactical combination, avoid conflict, and achieve your goals?

Everyone negotiates at some point in their lives. Negotiation is a way to get what you want from others or to resolve disagreements while avoiding conflict. However, the myth that “you can negotiate anything” is greatly exaggerated. Of course, it’s important to know how to negotiate. Still, negotiation is just one tactical element in a chain of events that helps you create the balance of power you need.

There are conflicts and contradictions where attempts to negotiate only make things worse. In such cases, to maintain your position, you need to have a clear show of strength that makes your opponent dismiss any idea of using force. Alternatively, you need to have enough room to maneuver and the wisdom to ensure that any attempts to corner or provoke you are ineffective.

But it’s not just negotiations with the other side that lead to the desired outcome. What really leads to your desired result are the irresistible circumstances you create for your opponent.

Yes, you may need to have several conversations with your opponent or with others who can influence the outcome. This only highlights that you are creating circumstances that, in turn, become the basis for your opponent to make the decision you want.

Thus, negotiation is a tactic that serves your strategy and is aimed at implementing your main plan.

The Relationship Between Tactics and Strategy

As Sun Tzu, the renowned Chinese strategist and philosopher of the 5th century BC and author of “The Art of War,” wrote: “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.”

Tactics are needed to win battles. Strategy is needed to win the war. The more tactics you master, the more varied strategies you can build.

It is knowledge of strategy that allows you to determine in time which tactical move or trick to use and when to use it.

Organizing tactics and strategies into a single whole is the ability to shape circumstances so that your opponent is forced to act “of their own free will” in the way you want.

This multi-step combination, along with situational insights, often ensures a quick victory. We call these stratagems.

Mastering Stratagems

As Sun Tzu also said: “Opportunities multiply as they are seized.”

Master the art of stratagems and gain an advantage in defending and advancing your interests.