Negotiations framework
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Negotiations Framework. BARGAINER CHARACTERISTICS. NEGOTIATION PROCESSES. NEGOTIATION OUTCOMES. SITUATIONAL FACTORS. ON IDEAL BARGAINER CHARACTERISTICS:. “The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made.”. Groucho Marx. ON LISTENING:.

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Negotiations Framework

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Negotiations Framework

BARGAINER

CHARACTERISTICS

NEGOTIATION

PROCESSES

NEGOTIATION

OUTCOMES

SITUATIONAL

FACTORS


ON IDEAL BARGAINER CHARACTERISTICS:

“The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made.”

Groucho Marx


ON LISTENING:

“Patience will bring to the fore what nothing else will.”

Ralph Waldo Emerson


ON POWER:

“King commands. Chancellor richly rules. This is a sentence not taught in the schools.”

T.S. Eliot, Murder in the Cathedral


MORE ON POWER:

“Being in power is like being a lady. If you have to tell people you are, you aren’t.”

Margaret Thatcher


ON LIMITING COMMITMENTS:

“The best way not to break your word is not to give it.”

Napoleon Bonaparte


ON MANAGING INDIVIDUAL DIFFERENCES:

“Never hate your enemies, it affects your judgment.”

Michael Corleone


ON CONVEYING INTERESTS:

“The warning message we sent the Russians was a calculated ambiguity that would be clearly understood.”

Alexander Haig


ON INSTRUMENTAL INTERESTS:

“Ice, straight ahead.”

Lookout on the Titanic


MORE ON INTERESTS:

“A man will fight harder for his interests than for his rights.”

Napoleon Bonaparte


ON ARBITRATION:

“Put two or three men in positions of conflicting authority. This will force them to work at loggerheads, allowing you to be the ultimate arbiter.”

Franklin D. Roosevelt


ON TRADING CONCESSIONS:

“That which we obtain too cheaply we esteem too lightly. ‘Tis dearness that gives everything its value.”

Thomas Paine


ON STOPPING THE NIBBLE:

“Every compromise was surrender and invited new demands.”

Ralph Waldo Emerson


ON ETHICS:

“The nice thing about standards is that there are so many of them to choose from.”

Andres S. Tannenbaum


ON OUTCOMES:

“History teaches us that men and nations behave wisely once they have exhausted all other alternatives.”

Abba Eban


MORE ON OUTCOMES:

“For every problem, there is one solution which is simple, neat and wrong.”

Henry Louis Mencken


OK, THE LAST WORD ON POWER:

“You can get more with a kind word and a gun than you can with a kind word alone.”

Al Capone


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