Prof.XiaoshuZHU(PhD)Dr.ZhongqiDongChapterFive:

Keynegotiationtactics

LearningobjectivesAfterlearningthischapter,studentsshouldbeabletounderstandwhattacticsare;understandthedifferencesbetweentacticsandstrategies;knowthetypesoftactics,andwhentousethem(win-winandadversarial);knowthefactorsthatinfluencethechoiceoftactics;beabletouseatleastsomeofthetacticsskillfullyinnegotiations.

Puttingtheoryintopractice在谈判中，掌握跨文化交流能力的目的不是为了迎合，而是能更加主动。Innegotiation,thepurposeofmasteringinterculturalcommunicationskillsisnottocater,buttobemoreproactive.为实现谈判战略，谈判者还需要学习一些谈判战术。Negotiatorsneedtolearnsomenegotiatingtacticstorealizetheirnegotiationstrategy.

“Tactics”vs.“strategy”(1)Theword“tactics”hasmanydefinitions.OneofthemintheMerriam-Websterdictionaryreads“theartorskillofemployingavailablemeanstoaccomplishanend.”Thedefinitionoftheword“strategy”is“astrategyisacarefulplanormethod,especiallyforachievinganend.”Thetwotermshavesomethingincommon,aswellassomedifferences,yetareintertwinedandworkintandem.Retrieved5Feb.2021from/dictionary/tactics

“Tactics”vs.“strategy”(2)Tointerpretthedictionarydefinitions,strategy?definesourlong-termgoalsandhowweareplanningtoachievethem.Ourstrategygivesusthepathweneedtowardachievingourmission.Tactics,however,?aremuchmoreconcreteandareoftentaskoriented,smallerstepsandashortertimeframe.Tacticsinvolvebestpractices,specificplans,resources,etc.,andcanalsobereferredtoas“initiatives.”Agoodtacticusuallyhasaclearpurposethataidsourstrategy.Ithasafinitetimelineduringwhichspecificactivitieswillbecompletedandtheirimpactsmeasured.

“Tactics”vs.“strategy”(3)Justastheterm“strategy”originatedwiththeGreeks,sodidtheterm“tactics.”IntheOrient,SunTzuputtherelationshipbetweenthetwoinaninterestingwayin