a short slide

2. The tactics
 Be the one to lead the table in a multi-party
negotiation (it depends on our position but acting
proactively, we can change the table in favor for us).
 Change the perception of the counterpart about the
importance of different issues, change their lens to
work for our favor.
 Try to be the one who set the constraints (you might
seem compromising to the other if you let them set
the conditions, but as long as we set the constraints
that things will work out for us).
 Listening to others first.

3. Picking the right characters for
the negotiation
 Giving assignment to a good student, set him a goal/
target to achieve in a negotiation without letting him the
ZOPA. (He will try to get the best outcome).
 Introducing to the negotiation a person with tendency to
escalate. We will hopefully get more than what we
expect, given that we should set a limit for the
escalation, or we should moderate the table.
 Do not choose a negotiator who is easy to compromise.
 Choose the one who is cautious and minds the details to
get things clear and firmed up.

4. Be ethical and integrative
 We might not be very smart as we think.
 Even if we are smart, the outcome may work out for
us, but if it’s only for our individual benefit, we will be
penalized by others in the future.
 Being integrative make the counterpart have trust on us
and that would be easier to find solutions together. It
also make the other party more willing to make
concessions.
 Be ethical in what we think and do, because there are
external factors that can affect our calculations, our
efforts in fighting. Things that we plan might no be valid
in the future, a good relationship, good morale will last
longer.