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US (Tactics, leverage, Interest, Needs and Interest, Russian Spy, Types of…
US
Tactics
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When there re no alternatives, create one ( Get 2 to 1 for no deal)
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For whom is time a factor - the ending scene at the bridge, waiting for Pryor. Abel is willing to wait too. humanity
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Collaberative style negotiator - they are instinctively good at using negotiations to probe beneath the surface of conflicts to discover basic interest, perceptions, and new solutions. - Donnvan finding out details with east Germany
leverage
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The party that thinks they have the most to loose from no deal outcome has the least leverage; the party that thinks they have the least to lose has the most leverage
Leverage is a dynamic as the relative fear of ' no deal' shifts back and forth, leverage can change moment by moment
Signaling leverage - strong, how you want to act - make confident demands and credible threats. Display alternatives and leave the decision up to the other party.
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Interest
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Look at the common ground how it might help other parties achieve your goal - East Germany negotiation - Boss's
Needs and Interest
Info exchange allows you to test the hypothesis you developed during preparation about the other party's needs and motivations
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Types of Negotiation
Balanced
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How to communicate? email, in person, use an agent? ( Donnavan) - use agent to help negotiate deals
Face to face encounter allows people to read between lines intuit emotions, signal with facial expressions, get feedback, and develop rapport thatch ease the negotiation over many hurdles.
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Establish rapport - saying your guy has been honest, "I like your guy"