Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

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

Chapter 3: Resisting Challenges

A Repertory of Turns p. 126

Interrupt the move p. 127

• Take a break p. 128
• Call a time-out p. 129
• Change the pace p. 131

Name the move p. 133

• Reveal the moves ineffectiveness p. 134
• Expose the moves inappropriateness p. 135
• Highlight the moves unintended consequences p. 136
• Characterize the move as counterproductive p. 138

Correct the move p. 141

• Shift the focus to the positive p. 142
• Supply a legitimate motive p. 144
• Counter stereotyped images p. 146

Divert the move p. 149

• Shift the conversation p. 149
• Look ahead, not to past mistakes p. 152
• Substitute a better idea p. 153

A Caveat: Turning Demeaning Moves p. 156

• Interrupting exclusionary moves p. 159
• Naming hostile moves p. 161
• Correcting undermining moves p. 164
• Diverting harassing moves p. 166