Articles

Total Negotiation is at the forefront of commercial negotiation best practice. Here we share our insights and practical advice, based on real world trading experiences and success. Contact us to improve the negotiation capability of your business.

How to handle negotiation tactics

1st August 2017

Sometimes negotiating can appear daunting. You have to keep tabs on the range of variables being traded, stay within the Zone of Possible Agreement (ZOPA), and ensure you deliver against your aligned objectives. Just when you think you are in control your counterpart throws in a tactic. So how can you handle these curve balls […]

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