Strategy and tactics in negotiation

The balance between grand strategy in international politics and tactics in specific negotiations

by Hans van den Berg



Negotiations are not about winning or losing, they are about where you are and what the next step is (Ryzov 2019; Zartman and Rubin 2000). Strategy will provide a template from which to work and plan that next step (Wheeler 2013; Cassan and de Bailliencourt 2019). Preparations of strategy in negotiations often centre around the topic or issue at hand. In doing so negotiators overlook the grand strategies of the actors at the table, and sometimes of their own. These grand strategies influence perceptions and why they want something, rather than what they want. Therefore, in preparing for negotiations it important“ to know and comprehend the mentality, concerns and aspirations of ‘the other’”(Baños 2019).