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6 Tactics

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Chapter Summary

The use of tactics makes serious demands of the negotiator: while some of the many techniques available are readily learnt, others depend almost completely on a particular mind set or talent. Japanese foreign policy regularly provides striking examples of such an approach, supplemented by all sorts of additional tactics, presented in masterly fashion. This chapter briefly illustrates the negotiating tactics most currently in use today. Together with the agenda, time is probably the most important element in negotiations. However much time is actually allotted, it is possible to limit the useful time available to serve a particular strategy at one side's convenience.

Keywords: agenda control; negotiation; tactics

10.1163/ej.9789004165021.1-292.102
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