Negotiating power - PowerPoint PPT Presentation

The State

The State. 11. 16. 12. 10. 13. 9. 17. 14. 18. 3. 8. 15. 7. 19. 6. 5. 1. 20. 4. 2. 4 Characteristics Define the State. Sovereignty Territory Population Resources. Sovereignty. History Pre- WWII, earned Post-WWII, granted Sovereignty Involves

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Tactics for claiming

Tactics for claiming. Influencing Perceptions. Opening Offers. Make the first offer, if you are prepared Hard versus soft offers N o ranges Immediately re-anchor if the other party opens. Concessions. Plan your concessions Pattern of concessions Magnitude of concessions

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