Definitions
Deadlock
A point where neither side will make further concessions.
Virgil is trying to switch schedules with his coworker, Simone. He wants to get home earlier so he can spend time with his kids. Simone wants to keep the shifts she has so she can be with her friends at night. Virgil tells her, "Take this from my perspective. I barely see my family after work, and I want to maximize the time I have with them. They mean a lot to me." What strategy is Virgil using?
Virgil is trying to persuade Simone by having her see the situation from his side.
The Soviet Union and the USA are at an impasse during a trade discussion. But, the USA holds political power over the Soviet Union. How can the USA advance the debate from their stance?
By using their leverage to get their demands.
Leverage
The power or influence one side has and/or uses in a negotiation.
TJ's boss wants him to work extra unpaid hours at his job. TJ doesn't want to work extra without pay. He tells his boss, "I'll work more hours than the extra you want me too, but I want to be paid for all additional working hours. What strategy is TJ using with his boss to resolve the negotiation?
TJ is attempting to compromise with his boss by supporting both of their requests to make ends meet.
Mexico and Texas are attempting to trade land, but both parties are consistently disagreeing and getting sidetracked. What should they do to help make progress in their discussion?
Bring in a facilitator/medium.
Trade-Off
Exchanging one benefit for another to move closer to agreement.
Lance and Cyrus are standing in line for a ride. They start to argue over who should go first. Cyrus compliments Lance's shirt and he uses a positive demeanor throughout their debate. What tactic does Cyrus employ to help him win?
Cyrus is attempting to build a good relationship/rapport with Lance with his tone and positive comment.
Two food trucks are arguing over who can take the parking in a certain space and when. Both parties have demands and interests, and all of them can't be met simultaneously. What can they do in debate to push the discussion forward and spark a new topic?
They can trade-off, setting aside their concessions to compromise on an idea.
Anchoring
Setting a reference point/standard, usually in the first offer to influence later discussion.
Flynn and Cassius are negotiating over what they want to buy at the market with their limited money. They are both stubborn people who won't give up their ideas for the other persons. Flynn wants strawberries, and Cassius wants bananas. Flynn proposes buying mangoes as they are sweet like strawberries and bananas are. How does Flynn attempt to resolve the negotiation?
Flynn attempts to come to an agreement by coming up with a new solution to accommodate both parties interests.
Zeke is receiving two job offers from two different companies. The two companies have been trying to persuade him for a month to no avail. What can the companies do to raise the stakes further? (relates to job benefits such as pay and insurance)
The companies can add to their physical offers by increasing his starting pay or giving him special treatment.