Module IV "Tactical Information Management"

 Download Module IV Summary in PDF

It includes 36 minutes of interactive training—at your own pace—plus 11 PDF documents you can view or download, with an estimated total reading time of 1 hour and 12 minutes. 

This module focuses on the first two tactical processes—interaction at the negotiation table: understanding and information-seeking. Together, these form what we call the tactical loop. 

We begin by distinguishing between verbal and non-verbal communication tactics. You’ll explore active listening techniques and learn how linguistic patterns can filter or distort messages, potentially leading to misinterpretation. 

Next, we examine how to seek tactical information: open- ended vs. closed questions, how to audit strategic information, and how to resolve misunderstandings through decoding questions. 

Mastering the tactical loop is like starting a chess match with extra pieces: it gives you a strategic edge. You’ll be better prepared to control the negotiation (Module 5) and sharpen your influence and persuasion skills (Module 6).