Getting to Yes Ch. 8

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The flashcards below were created by user Dbadams94 on FreezingBlue Flashcards.


  1. Ways to negotiate the rules of the game. 

    1. Separate the...
    2. Focus on..., not...
    3. Invent options for...
    4. Insist on using... criteria
    • 1. people from the problem
    • 2. interests, positions
    • 3. mutual gain
    • 4. objective
  2. Tricky tactics.

    1. Deliberate...
    2. Psychological...
    3. ... pressure
    • 1. deception
    • 2. warfare
    • 3. Positional
  3. 3 parts of "Deliberate deception." (PAD)
    • 1. Phony facts
    • 2. Ambiguous authority
    • 3. Dubious intentions
  4. Less than full disclosure is not the same as...
    deception
  5. 3 parts of "psychological warfare." (SGT)
    • 1. Stressful situations
    • 2. Good-guy/Bad-guy routine
    • 3. Threats
  6. 7 parts of "positional pressure."
    • 1. Refusal to negotiate
    • 2. Extreme demands
    • 3. Escalated demand
    • 4. Lock-in tactics
    • 5. Hardhearted partner
    • 6. Calculated delays
    • 7. "Take it or leave it."

Card Set Information

Author:
Dbadams94
ID:
317865
Filename:
Getting to Yes Ch. 8
Updated:
2016-03-24 05:19:20
Tags:
NCR
Folders:

Description:
NCR
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