1. What If They Use Dirty Tricks? Taming the Hard Bargainer Kim, Ji Hee (112SIS47) Choi, HyeKyung (102SIS78) Jeong, Soo Jin(112SIS63) Baik HaeJin (102SIS47) Park, Heejung (112SIS50)

2. Introduction International Negotiation and Strategy | What if they use dirty tricks? | 1 Tricky Bargaining ? 2 ways of responding 1. Put up with it 2. Respond in kind Examine the legitimacy of the principle that their proposal reflects!

3. Contents International Negotiation and Strategy | What if they use dirty tricks? | 2 1. Negotiate about the rule of the game? 2. Some Common Tricky Tactics 1) Deliberate deception 2) Psychological warfare 3) Positional Pressure Tactics 3. Don’t be a victim

4. Negotiate about the rules of game International Negotiation and Strategy | What if they use dirty tricks? | 3 Recognize the tactic Raise the issue Question the tactic’s legitimacy

5. How to handle dirty tricks International Negotiation and Strategy | What if they use dirty tricks? | 4 Separate the people from the problem – Don’t attack people personally Focus on interests, not positions – Other party might have different interests

6. International Negotiation and Strategy | What if they use dirty tricks? | 5 Invent options for mutual gain – Suggest alternatives Insist on using objective criteria – Frame the principle behind tactic as a proposed “rule” How to handle dirty tricks

7. International Negotiation and Strategy | What if they use dirty tricks? | 6 How to handle dirty tricks To protect yourself, develop your BATNA – BATNA : Best Alternative to a Negotiated Agreement Leave with your BATNA when other party deceived you

8. International Negotiation and Strategy | What if they use dirty tricks? | 7 Common Tricky Tactics 1. Deliberate Deception - Misrepresentation about facts, authority, or intentions 2. Psychological Warfare 3. Positional Pressure Tactics

9. International Negotiation and Strategy | What if they use dirty tricks? | 8 1. Deliberate Deception 1) Phony Facts Do not trust the other side unless you have proper reason (However, avoid personal attack) - Verify factual assertions Common Tricky Tactics

10. International Negotiation and Strategy | What if they use dirty tricks? | 9 Common Tricky Tactics 1. Deliberate Deception 2) Ambiguous authority Do not assume the other side would have same flexibility of authority as you - Find out the authority on the other side

11. International Negotiation and Strategy | What if they use dirty tricks? | 10 Common Tricky Tactics 1. Deliberate Deception 3) Dubious Intentions Doubt of complying the agreement - Build compliance features into the agreement 4) Less than full disclosure is not the same as deception Total disclosure is NOT required

12. International Negotiation and Strategy | What if they use dirty tricks? | 11 Common Tricky Tactics 2. Psychological Warfare 1) Stressful Situation - Manipulation of the physical environment ; Raise the problem with other side ; Negotiate better physical circumstances

13. International Negotiation and Strategy | What if they use dirty tricks? | 12 Common Tricky Tactics 2. Psychological Warfare 2) Personal Attacks - Verbal and nonverbal communication ; Bring up the tactics explicitly

14. International Negotiation and Strategy | What if they use dirty tricks? | 13 Common Tricky Tactics 2. Psychological Warfare 3) The Good-Guy/Bad-Guy Routine - Two on the same side act in different ways - Psychological manipulation ; Ignore it and focus on your own interests

15. International Negotiation and Strategy | What if they use dirty tricks? | 14 Common Tricky Tactics 2. Psychological Warfare 4) Threats - Most abused tactics - Lead to counterthreats ; Interfere with the communication process Make it risky to communicate the threats Be principled

16. International Negotiation and Strategy | What if they use dirty tricks? | 15 Common Tricky Tactics 3. Positional Pressure Tactics 1) Refusal to negotiate Set preconditions for negotiations - Recognize the tactic as a negotiating ploy - Talk about their refusal to negotiate - Insist on using principles

17. International Negotiation and Strategy | What if they use dirty tricks? | 16 Common Tricky Tactics 3. Positional Pressure Tactics 2) Extreme demands Lower your expectations - Ask for justification of their position

18. International Negotiation and Strategy | What if they use dirty tricks? | 17 Common Tricky Tactics 3. Positional Pressure Tactics 3) Escalating demands Decrease the overall concession Psychological effect - Raise the tactic to their attention - Take a break and consider whether to continue the negotiation

19. International Negotiation and Strategy | What if they use dirty tricks? | 18 Common Tricky Tactics 3. Positional Pressure Tactics 4) Hardhearted partner Justify not yielding to your requests - Make principle involved in writing - Speak directly with the ‘Hardhearted partner’ if possible

20. International Negotiation and Strategy | What if they use dirty tricks? | 19 Don’t be a victim - Good faith ? - Self Questions……… - Defend Principles !!

21. Thank you Kim, Ji Hee (112SIS47) Choi, HyeKyung (102SIS78) Jeong, Soo Jin(112SIS63) Baik HaeJin (102SIS47) Park, Heejung (112SIS50)