Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

Part 1: The Power of Advocacy: Promoting Your Interests Effectively

Chapter 2: Making Strategic Moves

Getting Into a Good Position p. 75

Hold out incentives p.81 (E.G. OPPORTUNITIES FROM MEETING OTHERS)

• Make sure you have something the other person needs p. 82
• Make your value visible p. 83
• Make certain the other party pays for your value p. 84

Step up the pressure p.87 (E.G. JOIN OR MISS OUT)

• Issue a credible threat p. 88
• Force a choice on the other party p. 89
• Make the consequences tangible to the other person p. 91

Establish your authority when you are negotiating for others p. 92 (E.G. MANDATE FROM MINISTERS)

• Secure explicit authorization p. 93
• Maintain the backing of your side p. 94
• Consider authorization an ongoing activity p. 95

Enlist support p. 98 (E.G. ANDY)

• Use allies as intermediaries p. 99
• Use allies as strategic partners p.102
• Use allies as sources of pressure p. 103

Exert control over the process p. 106 (E.G. FIRST NATIONS SILENCE AND SPEAKING)

• Anticipate reactions p. 107
• Plant the seeds of your ideas p. 109
• Build support behind the scenes p. 111

Step by Step: Planning a Strategic Campaign p. 114