Negotiations between people can either end up with the parties getting solutions to their problems or even getting to a point of stale mate where no solution is found to the problem. In most cases, what causes such meetings or negotiations to fail, is the inability of either party to influence the thinking of the other parties. As a result of that, some parties may opt to use undesired tactics to get solutions to the problems. One of those tactics is the use of a person’s influence. When such a tactic is used, then the other party gets to fear for the consequences that they are most likely to face if they fail to agree to the terms of the negotiations. Additionally, the use of influence may discourage one of the parties from taking part in the negotiations making them be a dormant partner in the negotiations.
The other tactic is the use of perceptual contrast where the two parties are allegedly portrayed as being very different from one another when in the real sense they are not different in any way (Owam, 2011). When such a tactic is used, then the second party will always to have a feeling that they are indeed more different from the other party, when indeed that is not true.