Tactic Group: Physical

Explanation

Things that impact the physical world or our perception of it can influence.

Analysis

Things that physically impact the negotiation (body chemistry, body language, etc.)

Solution

Identify, call it out, and “arrest” behavior.

Examples

A person at the start gives you an unusually tight and painful handshake. Parry: “That hurt. Are you trying to break my hand, establish dominance or are you mistaken?”