Chapter 9 Managing Difficult Negotiations Xu Lei

Chapter 9 Managing Difficult Negotiations Xu Lei

• In this chapter we have studied different approaches for difficult negotiations. Some joint approaches are reducing tension and synchronizing de-escalation, improving the accuracy of communication, controlling Issues, establishing, common ground and enhancing the desirability of options to the other party.
• We have also studied how to build an integrative framework by building trust, Training the parties in integrative negotiation, searching for semantic resolutions and generating creative alternatives. Tactics of responding to the other side’s hard distributive include, ignoring them, calling them on it, responding in kind (tit for tat) and offering to change to more productive methods. We also learned ways to respond when the other side has more power