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ModuleFourStrategiesandTacticsInternationalBusinessNegotiationLearningObjectivesAfterstudyingthissession,youwillbeabletoDescribestandardnegotiationstrategies.Usestrategiescounteringnegativenegotiationtactics.Applythemethodstodevelopyournegotiationstrategies.Lead-inquestionsDoyouknowanystrategiesinanegotiation?Whataretheadvantagesanddisadvantagesofthesestrategies?StrategiesStandardNegotiationStrategiesCounteringNegativeTacticsDevelopingYourOwnStrategiesStandardNegotiationStrategiesWin-winstrategyStonewallingTheGoodSamaritanapproachTheGoodCop/BadCopCaperSurpriseasatoolAweakpositionasanadvantageHardballtactics

Stonewalling

Theyhavenointentionofreachingagreementunlesstheycangetanirresistiblebargain.Theyintendtomakeadeal,buthopethatbystonewallingyouwillmakerepetitiveoffers—eachonebetterthanthelast.Theyarestonewallingtoforceyouintolosingyourpoiseandmakingmistakes.Theyaretryingtosendamessagethattheyarehardtodealwithinthehopethatyouwillloweryourexpectations.Theydon’tknowwhatconstitutesareasonableagreement,butfigureitwillbesomewherearoundthelastofferyoumakebeforethreateningtoscuttlethedealcompletely.Theyarestallingbecauseofsomeknowndeadlinewhichwillforceyoutoincreaseyouroffer.Howtoavoidthefrustrations

Stonewalling

SetadeadlineIgnorestonewallingtacticsandkeepontalkingLayitrightonthelineWhittlingawayatstonewallingtacticsUsingSurpriseasaNegotiationToolIntroduceacompletelynewelementintothenegotiation.Addingcompetition.Tounderminetheotherside’sposition.Bringinginanexperttocontradicttheotherside’sposition.Tosignalashiftinyourthinking.Toescalatethelevelofnegotiations.Tocreateasenseofurgency.BullyingtacticsIntimidatingbehaviorThreatsLiesNoauthorityNibblingStressfulenvironmentUnreasonabledemandsandoffersCounteringNegativeNegotiationTacticsHowtodealwithDevelopingyourownstrategiesThecompetitivestrategyTheaccommodationstrategyThecompromisingstrategyThecollaborativestrategyTheavoidancestrategy

TheCompetitiveStrategyAlternativetosettlementAnythingbutthat.BluffingBringinginthemediaCreatingdeadlockDiversion/distractionDonedealIrrationalbehaviorLimitedauthorityLimitedtime“Poorme”SilenceStrawmanTurnaboutUseofpower

TheAccommodationStrategyFace-savingIdentificationTaketheleadoarTakereasonableactions

TheCompromisingStrategyBit-by-bitConditionalproposals“Log-rolling”“Splittingthebaby”Tit-for-tat

TheCollaborativeStrategyBeflexibleFocusonprocessIdentifywithothersinsimilarcircumstancesTheAvoidanceStrategyNegotiatemoneyiss

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