Editing Negotiation (section)

=== Employing an advocate ===
A skilled negotiator may serve as an advocate for one party to the negotiation. The advocate attempts to obtain the most favorable outcomes possible for that party. In this process, the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts their demands accordingly. A "successful" negotiation in the advocacy approach is when the negotiator can obtain all or most of the outcomes their party desires, but without driving the other party to permanently break off negotiations.

Skilled negotiators may use a variety of tactics ranging from negotiation hypnosis to a straightforward presentation of demands or setting of preconditions, to more deceptive approaches such as [[Cherry picking (fallacy)|cherry picking]]. Intimidation and [[salami tactics]] may also play a part in swaying the outcome of negotiations.<ref>{{Cite web |title=Negotiation |url=https://resources.saylor.org/wwwresources/archived/site/wp-content/uploads/2013/01/BUS209-5.2-Negotiation.pdf |access-date=10 April 2022 |website=Saylor Academy}}</ref>

Another negotiation tactic is the bad guy/good guy. Bad guy/good guy is when one negotiator acts as a bad guy by using anger and threats. The other negotiator acts as a good guy by being considerate and understanding. The good guy blames the bad guy for all the difficulties while soliciting concessions and agreement from the opponent.<ref name="Churchman 1993">Churchman, David. 1993. ''Negotiation Tactics''. Maryland: University Press of America. p. 13.</ref>