In effective negotiations, both adversarial and problem-solving tactics may be appropriate and effective.

Question

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The choice of tactics in negotiations should depend on the context and goals of the negotiation. Adversarial tactics may be appropriate when the other party is also using such tactics, or when one's own interests are at stake. Problem-solving tactics may be effective when both parties aim to reach a mutually beneficial agreement. Effective negotiators are able to balance between these two approaches as needed.

In Effective Negotiations, Both Adversarial and Problem-Solving Tactics May Be