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A Practical Approach to Alternative Dispute Resolution

A Practical Approach to Alternative Dispute Resolution (5th edn)

Susan Blake, Julie Browne, and Stuart Sime
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date: 19 May 2024

p. 16911. Styles, Strategies, and Tactics in Negotiationlocked

p. 16911. Styles, Strategies, and Tactics in Negotiationlocked

  • Susan Blake, Susan BlakeProfessor, Barrister and Associate Dean of Education, The City Law School, City, University of Londona
  • Julie BrowneJulie BrowneAssociate Professor, Barrister and Deputy Course Director of the BPTC, The City Law School, City, University of London
  •  and Stuart SimeStuart SimeProfessor, Barrister and Course Director of the BPTC, The City Law School, City, University of London

Abstract

This chapter describes the styles, strategies, and tactics that may be used in negotiation. A proper understanding and use of style, strategy, and tactics is a very important part of securing the best possible outcome for a client. As such, specific strategy and tactics should be planned in advance for each case so that they can be implemented to best effect. The main strategies are co-operative, competitive, collaborative, and pragmatic, each of which has strengths and weaknesses. A wide range of tactics can also be used, relating to information, offers, demands, structure, and presentation. Tactics can and should be used to support any strategy. In addition to using strategy and tactics effectively, lawyers should use their understanding to identify and address the strategy and tactics used by their opponent.

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