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

Negotiations Framework

BARGAINER

CHARACTERISTICS

NEGOTIATION

PROCESSES

NEGOTIATION

OUTCOMES

SITUATIONAL

FACTORS


The secret of life is honesty and fair dealing if you can fake that you ve got it made

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


Patience will bring to the fore what nothing else will

ON LISTENING:

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

Ralph Waldo Emerson


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


The best way not to break your word is not to give it

ON LIMITING COMMITMENTS:

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

Napoleon Bonaparte


Never hate your enemies it affects your judgment

ON MANAGING INDIVIDUAL DIFFERENCES:

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

Michael Corleone


Negotiations framework

ON CONVEYING INTERESTS:

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

Alexander Haig


Ice straight ahead

ON INSTRUMENTAL INTERESTS:

“Ice, straight ahead.”

Lookout on the Titanic


A man will fight harder for his interests than for his rights

MORE ON INTERESTS:

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

Napoleon Bonaparte


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


Every compromise was surrender and invited new demands

ON STOPPING THE NIBBLE:

“Every compromise was surrender and invited new demands.”

Ralph Waldo Emerson


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


Negotiations framework

ON OUTCOMES:

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

Abba Eban


For every problem there is one solution which is simple neat and wrong

MORE ON OUTCOMES:

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

Henry Louis Mencken


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

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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