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Negotiations Framework

Negotiations Framework. BARGAINER CHARACTERISTICS. NEGOTIATION PROCESSES. NEGOTIATION OUTCOMES. SITUATIONAL FACTORS. ON IDEAL BARGAINER CHARACTERISTICS:. “The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made.”. Groucho Marx. ON LISTENING:.

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Negotiations Framework

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  1. Negotiations Framework BARGAINER CHARACTERISTICS NEGOTIATION PROCESSES NEGOTIATION OUTCOMES SITUATIONAL FACTORS

  2. ON IDEAL BARGAINER CHARACTERISTICS: “The secret of life is honesty and fair dealing. If you can fake that, you’ve got it made.” Groucho Marx

  3. ON LISTENING: “Patience will bring to the fore what nothing else will.” Ralph Waldo Emerson

  4. ON POWER: “King commands. Chancellor richly rules. This is a sentence not taught in the schools.” T.S. Eliot, Murder in the Cathedral

  5. MORE ON POWER: “Being in power is like being a lady. If you have to tell people you are, you aren’t.” Margaret Thatcher

  6. ON LIMITING COMMITMENTS: “The best way not to break your word is not to give it.” Napoleon Bonaparte

  7. ON MANAGING INDIVIDUAL DIFFERENCES: “Never hate your enemies, it affects your judgment.” Michael Corleone

  8. ON CONVEYING INTERESTS: “The warning message we sent the Russians was a calculated ambiguity that would be clearly understood.” Alexander Haig

  9. ON INSTRUMENTAL INTERESTS: “Ice, straight ahead.” Lookout on the Titanic

  10. MORE ON INTERESTS: “A man will fight harder for his interests than for his rights.” Napoleon Bonaparte

  11. ON ARBITRATION: “Put two or three men in positions of conflicting authority. This will force them to work at loggerheads, allowing you to be the ultimate arbiter.” Franklin D. Roosevelt

  12. ON TRADING CONCESSIONS: “That which we obtain too cheaply we esteem too lightly. ‘Tis dearness that gives everything its value.” Thomas Paine

  13. ON STOPPING THE NIBBLE: “Every compromise was surrender and invited new demands.” Ralph Waldo Emerson

  14. ON ETHICS: “The nice thing about standards is that there are so many of them to choose from.” Andres S. Tannenbaum

  15. ON OUTCOMES: “History teaches us that men and nations behave wisely once they have exhausted all other alternatives.” Abba Eban

  16. MORE ON OUTCOMES: “For every problem, there is one solution which is simple, neat and wrong.” Henry Louis Mencken

  17. OK, THE LAST WORD ON POWER: “You can get more with a kind word and a gun than you can with a kind word alone.” Al Capone

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