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GETTING TO YES (What if they are more powerful? (Protecting yourself (The…
GETTING TO YES
What if they are more powerful?
When the other side is powerful
Making the most of your assets
The better your BATNA, the greater your power
Develop your BATNA
Consider the other side's BATNA
Protecting yourself
The costs of using a bottom line
Knowing your BATNA
The insecurity of an unknown BATNA
Formulate a trip wire
What if they won't play
Getting them to play:
The case of Jones Realty and Frank Turnbull
Consider one-text procedure
Negotiation jujitsu
Dirty tricks
How do you negotiate about the rules of the game?
Separate the people from the problem
Focus on interests, not position
Invent options for mutual gain
Insist on using objective criteria
Some common tricky tactics
Deliberate deception
Phony facts
Ambiguous authority
Dubious intentions
Less than full disclosure is not the same as deception
Psychological warfare
Stressful situations
Personal attacks
The good-guy/bad-guy routine
Threats
Positional Pressure Tactics
Refusal to negotiate
Extreme demands
Escalating demands
Lock-in tactics
Hardhearted partner
A calculated delay
"Take it or leave it"