Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Warner Brothers Negotiation Presentation

2,119 views

Published on

Distributive and interest-based bargaining strategy and tactics in the hit television program Entourage.

  • Login to see the comments

  • Be the first to like this

Warner Brothers Negotiation Presentation

  1. 1. Anatomy of a Negotiation<br />Warner Brothers In-house Training<br />April 21, 2010<br />Victoria Pynchon, Esq.<br /><ul><li>ADR Services, Inc.
  2. 2. American Arbitration Association
  3. 3. Distinguished Neutral,
  4. 4. International Institute of Conflict Prevention and Resolution</li></ul>The Settle It Now! Negotiation Blog<br />http://negotiationlawblog.com<br />The IP ADR Blog<br />http://ipadrblog.com<br />
  5. 5. The Mental Game<br />
  6. 6. Prepare to Negotiate<br />See and seize the opportunity<br />Every negotiation a small conflict story<br />Contentious conflict resolution tactics<br />Ingratiation<br />Gamesmanship<br />Shaming<br />Argument<br />Promises<br />Threats<br />Physical force<br />
  7. 7. Surprise<br />Instilling Fear<br />Value of partnership<br />Assert Authority<br />Assert Ownership<br />Diminish Other<br />Seize Opportunity<br />Ingratiation<br />Gamesmanship<br />Terrence has Succeeded in Unnerving Ari<br />
  8. 8. The Games Begin<br />
  9. 9. Bargaining from position of strength<br />Identify stakeholders<br />Gather & gain their loyalty<br />Make a long term plan (strategy)<br />Distributive<br />Interest-based<br />Engage tactics<br />Rules of influence<br />Contentious vs. Collaborative<br />Assess & Capture Field of Play<br />
  10. 10. Seizing Power<br />Gamesmanship<br />Shaming<br />Rules/authority<br />Shaming<br />Enforcing rules<br />Exclusion<br />
  11. 11. Convening and Recovering Power<br />
  12. 12. Home court advantage<br />Using agents<br />Assert Authority<br />Shaming<br />Appeal to Rules<br />Apologies<br />Neutral territory<br />
  13. 13. At the Table Tactics<br />
  14. 14. Reason giving<br />Predict future<br />Demand for Concession<br />Empty Assurances<br />Repeated demand<br />Appeal to “the way we’ve always done things”<br />Appeal to fairness<br />Insulting first offer<br />Ari is So Defeated He Isn’t Even Bargaining<br />
  15. 15. Anchoring, Framing, Contentious Tactics, Threatening, Bluffing<br />
  16. 16. Changing the other guy’s mind<br />Fairness<br />Exchanging power for sympathy<br />Framing the “deal”<br />Anchoring<br />Contentious Distributive Strategy and Tactics<br />
  17. 17. A Man with a Negotiation Strategy and the Tactics to Carry it Out<br />Posturing<br />Framing<br />Anchoring<br />“Countering”<br />Claiming Value<br />Argument<br />Threats<br />Bluffing<br />Re-Anchoring<br />Bargaining<br />Closing<br />
  18. 18. Coalitions<br />
  19. 19. In the foreboding world of rational choice, everyone is a raging Dirt-Bag. Political Scientist Bruce Bueno de Mesquita<br />What are their interests?<br />needs, preferences, desires, fears, risk-courting or risk-averse<br />today and in the future<br />What are their constraints?<br />Hidden stakeholders<br />Precedent<br />Rules<br />Institutional demands<br />Personal ambitions<br />Where are their loyalties?<br />Building and Deploying Coalitions<br />
  20. 20. Building, Using and Breaking Coalitions<br />value of surprise<br />choice of coalition partners<br />name calling<br />threats<br />breaking coalitions<br />appealing to group loyalties<br />bonding<br />re-aligning coalition<br />promises<br />breach of promise<br />threat of litigation<br />stealing the clients<br />
  21. 21. New Stakeholders<br />
  22. 22. Ready to move<br />Deploy stakeholders<br />Stakeholders’ Interests<br />Appeal to the future<br />Revolt<br />Strategic partners<br />Set up & timing<br />Diagnostic questions<br />Bargaining<br />Closing<br />
  23. 23. Contentious tactics<br />Ingratiation, gamesmanship, shaming, persuasive arguments, promises, threats, force<br />Framing and anchoring<br />Appeal to authority & rules<br />Fairness<br />Interest based tactics<br />Needs, desires, preferences, fears<br />Diagnostic questions<br />Managing stakeholders<br />Set-up and Timing<br />Bargaining<br />Closing<br />Every Negotiation is a Conflict Story and You are its Producer, Writer, Director and Actor<br />
  24. 24. QUESTIONS?<br />

×