In the Star Wars saga, “The Force” can be used for good or evil, depending on who’s wielding the power and how it’s utilized. While types of negotiation tactics may not have the power to move heavy objects or control the mind, they can be instrumental in achieving a mutually beneficial outcome to a business to business transaction. They can mean the difference between successfully moving a deal forward and getting taken advantage of from a manipulative buyer.
Collaborative tactics are ones that help get to a mutually beneficial outcome and enhance the value of the relationship. Manipulative tactics are ones that take advantage of the other party or trick the other side into conceding. We’re typically more familiar with manipulative tactics because we have all seen them in play at used car lots, with pushy product salesmen or with vacation timeshare pitches. There are also some…
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