Getting to yes ultimo cap

Getting to yes ultimo cap

1. YES BUT!...

   • What if they are more powerful?
     • BATNA
       • imaginative solutions
       • Better BATNA greater power
       • Develop
         • 1. If aggreement is not reached
         • 2. Practical alternatives
         • 3. Select best options
   • What if they won't play?
     • Negotiation jiujitsu
       • Don't push back
       • Ask
       • Consider next position
   • What if they use dirty tricks?
     • Negotiate rules of the game
       • 1. Recognize the tactic
       • 2. Raise the issue explicitly
       • 3. question the tactic's legitimacy
     • Separate people from problems
     • Tricky tactics
       • 1. Deliberate deception
       • 2. Psychological warfare
       • 3. Positional pressure tactics
     • Don't be a victim

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