Negotiation Paper

Negotiation Paper

1. Intro: Close Reading

   • Reading fiction helps empathy
   • Lets you experience the negotiation
     • Emotions of being in it
     • Ability to step back and examine it

2. Characters

   • Macbeth
     • Mistakes
       • Unprepared
       • Fell below his moral "bottom line"
       • Didn't think about his BATNA
       • Didn't Withstand Anchoring
       • Didn't use Objective Criteria
     • What he could have done
       • Prepared
       • "Name the game"
   • Lady Macbeth
     • Preparation
     • Anchoring
     • Lack of Compromise
     • Anger/Personal Attacks