This document provides negotiation strategies and tips. It discusses (1) anticipating the other party's behavior based on past experiences and tendencies, (2) understanding that misunderstandings can occur and opportunities may be lost if deals go poorly, and (3) recognizing patterns in the other side's strategies through constant probing similar to playing chess or poker to separate novices from experts and gain advantage in negotiations.

1. Negotiation Strategy
BY:Pgp/10/03

2. • To anticipate the people’s behavior
– Three ways are present
• Past the experience
• image
• Tendencies of their counterparts

3. • On the bargain table
– People might misunderstand others
– That Can be unfortunate
– May loose new opportunity
– May get unfortunate by the deal

4. Poker and negotiation
• Poker adage applies to negotiation
– People play rigid
– Loose risk taker
– Constant probing of others strategy
E.g. – Setting High asking price demand

5. Chess table and negotiation
• Constant probing of patterns
• Separates novice from king
• Patterns are revealed with the interaction of
parties

6. Pattern recognition
• Patterns can be of three levels
1. What game is played
2. Opportunity to change the game matix
3. Introspection
Intuitions allows to make sense prior to conscious
awareness
– Antonio Damasio study of Cards

7. Consequences
• Easy to be fooled by randomness
• Pattern sensing when there is no pattern
• Tendency to believe people action reflect their
character

8. A Thought experiment
• Mostly used strategy - Slow to Anger
• Other SIX – TIT for TAT
• Slow to Anger