Chapter 6 Strategy

1. Strategy 1

1.1. Increment of Concession (Focus on "the number")

2. Key Strategy Elements

2.1. Time (deadlines)

2.2. Information

2.3. Power

3. Notes

4. Strategy 2

4.1. Pricipled Negotiation

4.1.1. Position Vs Interest

4.1.2. Separate People from Positions

4.1.3. Focus on Objective Criteria

4.1.4. Develop Mutual gain Options

5. Strategy 3

5.1. Multiple Equvalent Simultaneous Offers (MESOs)

6. Strategy 4

6.1. The Economic Matrix

7. Strategy 5

7.1. 3-D Negotiation