Nego Practice

KAM: A.Malakhov

Case#1:“Ulyanovsk”

#1 #2 #3

Smash#1:Ulyanovskiy

#1

... or “Splinter”

my logic

emotions

???

Plant-It!

PreventExtracting!

Outlinea Fact

Don’tDiscuss

- logic arguments were exploited

#1

- the client wanted “upgraded proposal”

- the client was calm to cancel the contract

Plant-It!

PreventExtracting!

Outlinea Fact

Don’tDiscuss

#1

Outline a Fact

Don’t Discuss

(Act1) Revizor Appears

Outline a Fact

Don’t Discuss

(Act2)“We can loose”

Outline a Fact

Don’t Discuss

(Act3)“We can loose” *2

#1

Outline a Fact

Don’t Discuss

Every time you want to “correct” your counterpart's emotional involvement

#1

The Final Mechanics

The target: to evoke anxiety

Thanks for yr attention

... to be continued