Chapter 12: Managing difficult negotiation

Chapter 12: Managing difficult negotiation

1. Terms:

   • Shadow negotiation: Happen in the substantive negotiation and question how the negotiation should should proceed means that the solution for long term.
     • Use power
     • Create a process to achieve the objective
     • Appoint a middle person to enhance the effectiveness of the negotiation
   • Social contract: The ongoing shadow negotiation

2. Respond to hard distributive tactics

   • 1. Call them on it
     • 2. Ignore them
       • 3. Respond in kind
         • 4. Offer to change to a more productive method

3. Respond to irrationality

   • 1. The negotiator shall use their BATNA
     • 2. Impose a solution if they have more power
       • 3. Seek help from third party

4. Respond to other's side if they have more power

   • 1. Protect themselves
     • 2. Cultivate their BATNA
       • 3. Formulate the trip wire alert system
         • 4. Correct the power imbalance

5. Respond to anger

   • 1. Try to understand why they angry
     • 2. Let the angry person speak out
       • 3. Tackle their feeling back
         • 4. Make them understand their underlying interest

6. Respond to the other side being difficult

   • 1. Breakthrough approach
     • 2. Having conversation with them
       • 3. Make a preparation to face them