The Negotiator Magazine

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7. Tactics and Strategic Moves. There are a lot of tactics that can be used during negotiation and many books have been written about them. Most tactics are based on manipulation and used with competitive strategy. However, almost all of them are ineffective once they have been exposed. Strategic moves are more complicated and are not based on manipulating the other side or putting them at a disadvantage. Using empathy, stepping to the other side of the table, active listening, and reframing are all strategic moves that enhance the chance of a win/win agreement and do not harm relationships.

8. Hidden Agendas. It is important to understand that there are a whole array of hidden attitudes and agendas that drive the negotiations as much as the explicit differences over the issues. Before you reach a good agreement these masked assumptions and unvoiced views must be brought to the surface so these assumptions and views can be revised. This is of particular importance for women since gender is one of the triggers that set unvoiced expectations in motion in a negotiation. Women often negotiate the hidden agendas without being aware of them – often to their detriment. Culture is another area where hidden agendas arise. By learning more about, and becoming more conscious of these hidden agendas and the masked assumptions that are just “behind the scenes” in many negotiations, you will become a more effective and successful negotiator.


DELEE FROMM is both a lawyer and a psychologist. She is a former partner of McCarthy Tetrault LLP, the largest law firm in Canada, where she practiced commercial real estate for 17 years. While practicing law she also lectured and conducted workshops on negotiation and mediation for the firm as well as for the Rotman School of Management, the University of Toronto Law School, Osgoode Hall Law School, Insight Conferences, Atlas Information, the Ontario Bar Association, and the Law Society of Upper Canada.

Prior to her career in law she was a senior member of the Department of Neuropsychology at Alberta Hospital, Edmonton as well as a private clinical consultant. During her eight year career as a neuropsychologist she presented and published extensively in the area of brain and abnormal behavior.

Now as a partner of Fromm & Goodhand and a consultant in the areas of negotiation and leadership, she lectures, gives speeches and conducts workshops for a variety of organizations including major corporations, charitable organizations, universities and law firms. She continues to conduct McCarthy Tetrault's national workshops on negotiation and mediation advocacy, and also teaches at Osgoode Hall Law School, at the undergraduate and graduate levels. You may contact Ms. Fromm by e-mail at fromm.goodhand@sympatico.ca

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April 2006