1. Copyright © 2014 by The University of Kansas How to Respond to Opposition Tactics

2. Copyright © 2014 by The University of Kansas How to fight opposition tactics: Understand opponent's strategy Turn negatives into positives Set the agenda Publicly state the opponent's strategy Keep opponents off balance Learn from the past Be willing to compromise

3. Copyright © 2014 by The University of Kansas What are the ten D's? Deflection Delays Denials Discounting Deception Dividing Dulcifying Discrediting Destroy Deal

4. Copyright © 2014 by The University of Kansas Responding to deflect and delay tactics: Know opponents Know strategy Know opponents' decision-making process Briefly address the issue opposition has thrown out Bring focus back to the key issue

5. Copyright © 2014 by The University of Kansas Responding to denial and discounting: Know opponents Know strategies Provide necessary information Be persistent Publicly state opponent's strategy

6. Copyright © 2014 by The University of Kansas Responding to deception: Know opponent Know strategies Inform public Refute the deception

7. Copyright © 2014 by The University of Kansas Responding to divide tactics: Know opponent Know strategies Keep communication open within your group Insure team morale Compromise within the group

8. Copyright © 2014 by The University of Kansas Responding to dulcifying tactics: Know opponent Know strategies Explain why concessions by opponent are unsatisfactory Explain that what you're asking for is more reasonable Inform public

9. Copyright © 2014 by The University of Kansas Responding to destroy tactics: Know opponent Know strategies Realize that threats are only threats Know your rights Keep communication open within your group Go public

10. Copyright © 2014 by The University of Kansas Responding to deal tactics: Know opponent Know strategies Set stage for a successful meeting Negotiate with the people who have the power

11. Copyright © 2014 by The University of Kansas While negotiating: Be careful about communication Let opponent make the first offer Explain basis of your offer Be flexible Stay cool Avoid ultimatums Remember what is important to your group