Situational Factors and Negotiating Tactics
Verbal tactics (to influence the outcome of a negotiation)
- Asking more questions
- Making fewer commitments before final agreement stage
- Increasing the amount of initial request
Initial Offer (tactic influenced by culture)
- Extreme initial offers from Chinese/ Russian negotiators
- More „realistic“ offers from US or European negotiators (closer to their bottomline)
- Japanese don‘t like extreme offers (called „banana sales approach“)