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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
Negotiations Framework

BARGAINER

CHARACTERISTICS

NEGOTIATION

PROCESSES

NEGOTIATION

OUTCOMES

SITUATIONAL

FACTORS

king commands chancellor richly rules this is a sentence not taught in the schools

ON POWER:

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

T.S. Eliot, Murder in the Cathedral

being in power is like being a lady if you have to tell people you are you aren t

MORE ON POWER:

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

Margaret Thatcher

slide8

ON CONVEYING INTERESTS:

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

Alexander Haig

franklin d roosevelt

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

that which we obtain too cheaply we esteem too lightly tis dearness that gives everything its value

ON TRADING CONCESSIONS:

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

Thomas Paine

the nice thing about standards is that there are so many of them to choose from

ON ETHICS:

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

Andres S. Tannenbaum

slide15

ON OUTCOMES:

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

Abba Eban

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