Negotiation Strategies & Tactics® Details


Many everyday decisions are subject to negotiation. Yet for most people, negotiation is not easy. Natural-born negotiators are rare. And few people consciously develop a consistently effective approach to negotiation on their own. This leads to personal frustration as well as losses in opportunity, efficiency, and productivity.

Negotiation Strategy and Tactics®, from Situation Management Systems, Inc., provides a proven negotiating process and skills anyone can apply to consistently achieve definitive agreements, strengthen work relationships, avoid nonproductive conflicts, and make more efficient use of time. Negotiation Strategy and Tactics is easily tailored to meet special organizational needs.                      

Participants apply NST® skills to:
  • Enter negotiations with confidence and clear purpose

  • Avoid unnecessary, nonproductive conflicts

  • Build sustained trust with negotiating partners

  • Clearly prioritize their negotiating objectives

  • Improve internal, supplier and client relationships

  • Become more effective team members/leaders

Negotiation Strategy and Tactics® is designed for everyone who regularly negotiates in pursuit of work objectives, including those who work in sales or on projects, manage relationships with vendors, negotiate for resources and support, coordinate with other departments.


More than a quarter million managers and professionals, working in the world’s leading organizations, use Negotiation Strategies and Tactics including: Anheuser-Busch, Fleet Bank, Lyondell, GlaxoSmithKline, Houston Industries, The Procter & Gamble Company, Varian Associates, Inc.


Negotiation Strategy and Tactics® helps negotiators to see the big picture of each negotiation and always think a step or two ahead, developing practical plans as they proceed through the four main negotiating stages:

NST Negotiation Stages

Preliminary Stage
The objective of the Preliminary Stage is to create a positive climate for negotiation. The parties establish their purpose, values,  how they want to be treated, and what they would consider an ideal outcome. They set a negotiating agenda and agree on ground rules.

Opening Stage
The parties state their opening positions or settlement expectations. The parties then clarify one another’s positions and probe for firmness and flexibility.

Exploring Stage
The parties explore underlying needs and test the value of alternative currencies that might be exchanged to reach a negotiated agreement.

Closing Stage
The parties structure their agreement by matching alternative currencies to needs. They then move to “contracting”: confirming their understanding of the agreement, and planning follow-up actions to finalize and implement the agreement.

View program structure and typical outline


Go to Positive Negotiation® Program Back to Negotiation Overview Useful Negotiation Readings

The Negotiation Strategies & Tactics Program® is Owned and Copyrighted by Situation Management Systems, Inc. Used with permission.