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Win As Much As You Can

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Win As Much As You Can

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    1. Win As Much As You Can Executive Leadership June 12, 2007

    2. “Win As Much as You Can” Instructions Prepare cards with “X” and “Y” Four people per negotiation Simultaneous play – either an “X” or a “Y” Must play each of 10 rounds Keep score each round May negotiate only prior to rounds 5, 8, and 10 (bonus)

    3. “Win As Much As You Can” Review Session

    4. Think Strategically CHOOSING AN “X” Lowest short-term risk Highest payoff options But, highest long-term risk if everyone plays an X CHOOSING A “Y” Highest short-term risk Lowest long-term risk What is the value of signaling cooperative intentions?

    5. The “Prisoner’s Dilemma”

    6. Be Clear About Your Objectives What does winning mean? Individual vs. Individual Group vs. Group Short-term vs. Long-term Relationship * * * What are your measures of success?

    7. Assess Opportunities for Gains Cooperation vs. Competition Creating Value vs. Claiming Value

    9. Reach Agreements That Stick What can you do to make sure that agreements are implemented? Be Explicit Satisfy Interests Create Self-Enforcing Agreements Procedures Incentives

    10. Trust How does trust (or distrust) affect negotiations? How can one build (or rebuild) trust? Low risk Small steps Consistent action Can I negotiate in the absence of trust? - Self-enforcing agreements

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