By Kathleen Kelley Reardon

ISBN-10: 0471429694

ISBN-13: 9780471429692

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Given a tendency for people to reciprocate in kind, there’s some­ thing to be said for responding to repetitive one-ups with a one-down. This tends to encourage the person who has been using one-up moves to acquiesce with a one-down move. Similarly, if two people are using one-down moves, a one-up move can spur the negotiation along, as the other party is more likely to reciprocate with some assertions of his or her own. One-across moves are useful in negotiation because they can buy you time and give you a chance to think about how to proceed.

12. Consider what weaknesses your counterparts might point out and how you will then defend your position. 13. In terms of each ideal outcome, identify what you are willing to concede that the others may want—and what you are definitely unwilling to concede (at least at this point). 14. Decide what you will ask for when you make concessions. 15. Plan what to do or say if something the others do or say starts to pull you off track (into clutter issues, placing the blame, focusing on the past rather than the future).

They manage their actions to affect the choices of their counterparts. They understand how scripts work, and they endeavor to avoid slipping into predictable, dysfunctional ones. THE UPS AND DOWNS OF INTERACTION Researchers have taken many approaches to studying patterns of inter­ action that make people predictable. One approach assesses prefer­ ences for types of “moves” made. Some people assert themselves constantly. They tend to use mostly one-up moves (↑). Others are prone to acquiesce (one-down, ↓) or to sidestep (one-across, →).

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Becoming a Skilled Negotiator by Kathleen Kelley Reardon


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