Organigrama

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Chapter 11: Play

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Impasse

When parties make progress toward settlement

Concessions

Offer a signal to the other party

Tactics to change power.

Improve your BATNA

Decrease the party's BATNA

Decrease the value of the other party's contributions

Increase the value of your contributions

Distributive Negotiation.

Claming Value

Goal is to obtain as much as possible

Hardball tactics

Responses

Discussing it

Responding it

Ignoring it

Preventing it

Bogey

Nibble

Good cop/ Bad cop

Intimidation

Bluffing

Highball/Low ball

Power tactics

Imposing sanctions

Uses of coercive power

Upward appeal

Support of higher positions

Assertiveness

Direct and forceful approach

Exchange

Offer what the other wants

Coalition building

Alliances

Ingratiation

Being friendly

Rationality

Facts and data

Leverage/power

There are 2 components

The better your BATNA

The higher the value of what you can offer

Mixed motive bargaining

must be

Multiple issues

Ongoing relationship

Distributve components

Objective

Competitive strategies

Depends

Situation

Parties

Adversarial relationship

Zero sum game.

Focus on the distribution of outcomes