MHR 721 Lecture Notes - Lecture 3: Salami, Bracketing, Costco
25 Oct 2016
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Forbearance: also (cid:396)efe(cid:396)(cid:396)ed to as (cid:862)(cid:449)aiti(cid:374)g i(cid:374) haste(cid:863), requires a great amount of patience in order to work well, holds their tongue despite the temptation to react and negotiate. In order for silence to work, the negotiator needs to know when to stop talking and when to start talking: saying too much can undermine your position and saying too little may make you look aloof. Fait accompli: this technique forces you to act and then to wait and see what the response may be. Involves offering or declining something whatever the case may be in the hopes that the other party will react desirably to your move: also (cid:272)alled (cid:862)taki(cid:374)g a (cid:272)ha(cid:374)(cid:272)e(cid:863) Apparent withdrawal: an attempt to convince the other person that you have withdrawn, when you actually ha(cid:448)e(cid:374)"t, the hope is that the other team will scramble to keep you in the negotiations.
