Competitive Tactics in Negotiation

Competitive Tactics in Negotiation
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Competitive Tactics in Negotiation
When entering into negotiations, one should understand that it is a delicate process that should be approached with utmost caution. In the article “Dancing on the Slippery Slope,” Fleck, Volkema, and Pereira (2016) explore the use of competitive tactics in the negotiation process characterizing them as either appropriate competitive tactics (ACTs) or inappropriate competitive tactics (ICTs). Notably, the article highlights two potential pitfalls that one should avoid in the negotiation process.
First, Fleck, Volkema, and Pereira (2016) note that one should avoid being the initiator of using ACTs in a negotiation process. In most cases, the process and outcome of the negotiation process depend on the type of tactics used at the start of the negotiation process. ACTs may be considered by many as a potential tool for eliminating uncertainty in negotiations as they provide an opportunity for a party to gain insight into the other party. However, Fleck, Volkema, and Pereira (2016) note that the use of ACTs in negotiating in the initial stages increases its use in the overall negotiation process and eventually results in an impasse between two negotiating parties. That is, the number of messages exchanged between negotiating parties significantly declined in instances where a party used many ACTs at the start of the exchange. The impasse in negotiation mainly occurs because the responder is likely to doubt the likelihood of attaining a satisfactory deal when dealing with an initiator who uses a high number of ACTs in a negotiation exchange and ends up deciding to abort the negotiations.
Second, one should avoid the use of inappropriate competitive tactics...