Getting to Yes Ch. 8

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  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."
Author:
Dbadams94
ID:
317865
Card Set:
Getting to Yes Ch. 8
Updated:
2016-03-24 05:19:20
Tags:
NCR
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Description:
NCR
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