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Negotiation Strategy Vs Tactics

I have spent over twenty five years studying, practicing and teaching martial arts. This includes time spent in the US Army and living in Japan and Korea studying martial arts. Two important concepts that I have studied, taught and written about in a martial or military format are equally important when teaching negotiation. These concepts are strategy and tactics. Sometimes I see people mistakenly use one term when they actually mean the other. In this short article, I want to describe the differences between strategy and tactics and also illustrate the relationship between the two.

Strategy

Strategy is the overall, big plan that includes goals or desired outcomes. In the military, strategy is the use, during peace and war, or all the forces of a nation, through large-scale planning and development, to ensure security or victory. Another definition would be a plan, method, or series of maneuvers or stratagems to achieve a specific goal or result. A well-known strategy used by the Allies in World War II was that of strategic bombing in Europe. The strategic bombing doctrine of the Army Air Corps was based on the theory that a bombing force could hit the adversary until its industrial base was destroyed, and with it, its ability and will to make war. While this example helps to illustrate the concept of strategy, it is unfortunate that many of us have probably encountered negotiators who worked from a very similar strategic doctrine.

Strategic negotiation is simply the act of devising and carrying out a well-thought-out plan to achieve your desired results. Often, it is your plan to convince another party to give you something you want and on your terms. The first thing to determine when developing a negotiation strategy is what do you really want? What is the purpose of the negotiation? Do you want to buy a house or a commercial building? Do you want an increase in your salary? Do you want to resolve a matter that is disputed? Once you know what you want, and you’ve devised a strategy, you can implement the tactics that will help you achieve the desired result.

When developing a strategy, it is often easier to break your planning into phases. Here’s a simple model used with martial arts and warfare that you’ll see fits negotiation equally well:

1. Identify your strategic objectives

2. Gather intelligence

3. Plan for the environment

4. Program for engagement

Tactics

Tactics are just the means by which you carry out your strategy. In military tactics it deals with the use and deployment of troops in actual combat, more specifically, it is the military science that deals with ensuring the objectives set by the strategy, in particular the technique of deploying and directing troops, ships and aircraft in effective maneuvers against an enemy. In our example above with the Army Air Corps, the close formations employed by the bombers to make the best use of the heavy armament of the bombers and prevent German fighters from straying and breaking into lone planes is an example of a tactic used to help bring. out the strategy. Another tactic was the employment of high-altitude bombing when low-level bombing proved vulnerable to anti-aircraft fire.

One must be very careful not to focus on activities, means, or tactics at the expense of achievement, to achieve goals, or desired results. Above all, the achievement of their objectives in the negotiations must be a priority. Of course, the tactics, activities or means that we use must always be appropriate and ethical, but we must remember that they are the only ways to achieve the desired results. Examples of negotiation tactics include things like:

1. Give the ultimatum

2. Nibbling

3. Looks of shock or surprise

4. Good cop / Bad cop

5. Go

There are many tactics that people use during negotiation. There is nothing wrong with using certain tactics to realize your strategy and achieve your objectives. It is not necessarily unethical, deceptive, or unscrupulous to use negotiation tactics, although some may want you to believe this. Yes, some tactics can be unethical, and as I said above, we must always be appropriate and ethical, but there is nothing wrong with being competitive.

No, I haven’t forgotten the beginner negotiation strategy taught by Fisher and Ury in “Getting To Yes.” However, I also understand that sometimes we will be in competitive negotiations, and knowing different tactics can give you the edge. As a lawyer, I realized that some clients hire a lawyer to be their pit bull, and while win-win might be ideal, some of these clients only care about a win in their column. In practice, we lawyers must provide for our clients if we want to stay in business. In other fields of business, it also flows into a competitive negotiation, and knowledge of tactics can be quite beneficial. Also, knowing different negotiation tactics, and counterattacks, prepares us for when others use them against us.

Conclusions

Strategy and tactics are concepts as old as conflict itself. By understanding the differences and relationships between the two, the successful negotiator can better plan and implement strategies and tactics to achieve specific desired outcomes. There’s a reason so many successful businesses study old military classics like “The Art of War” and “The Book of Five Rings.” There is a reason why so many successful businesses play military strategy games like Go and Chess. Lessons learned from military sources, especially strategy and tactics, can be easily adapted to help you be better businessmen, better litigators, and better negotiators.

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