Negotiation Tactics Versus Gamesmanship
Negotiation tactics are techniques or actions intended to influence a negotiation. However negotiation gamesmanship consists of techniques or actions, unrelated to the merits of the transaction, used to gain an advantage in a negotiation. Thus, gamesmanship is a subset of tactics. For example, yelling, screaming, intimidation or walking out are types of gamesmanship tactics.
Why Understand Negotiation Games?
Gamesmanship is not for everyone, but all negotiators should recognize and understand these tactics. Gamesmanship as a tactic is used to cause confusion, intimidate, accelerate or improved leverage or momentum. Thus it’s a key skill to recognize gamesmanship tactics when they occur so that the skilled negotiator can deal with them.