Negotiation Approaches
Storyboard Description
Different approaches to negotiation have different characteristics.
Storyboard Text
- Participants are friends; goal is agreement; trust others; make offers
- "Soft" Negotiation
- Dinner?
- 7pm?
- Italian?
- See you then!
- Participants are adversaries; goal is victory; distrust others; make threats
- "Hard" Negotiation
- I will sell a car!
- I will buy a car!
- Principled Negotiation
- Participants are problem solvers; goal is wise outcome; trust not a factor; explore interests.
- The Problem
- Possible Solution
- Best Solution
- Possible Solution
- Possible Solution
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