Successful negotiators know WHAT to say, HOW to say it, WHEN to say it, and most important of all – what to do AFTER they say it. This is what we mean by “negotiating tactics”. 

Negotiation is about strategy and tactics. Your strategy is the plans you make in private with your own team. Tactics are whatever you say or do in the presence of your counterpart – and everything THEY say or do around you. Tactics are what they see, hear, and experience from YOU.