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Warner Brothers Negotiation Presentation

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Distributive and interest-based bargaining strategy and tactics in the hit television program Entourage.

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Warner Brothers Negotiation Presentation

  1. 1. Anatomy of a Negotiation<br />Warner Brothers In-house Training<br />April 21, 2010<br />Victoria Pynchon, Esq.<br /><ul><li>ADR Services, Inc.
  2. 2. American Arbitration Association
  3. 3. Distinguished Neutral,
  4. 4. International Institute of Conflict Prevention and Resolution</li></ul>The Settle It Now! Negotiation Blog<br /><br />The IP ADR Blog<br /><br />
  5. 5. The Mental Game<br />
  6. 6. Prepare to Negotiate<br />See and seize the opportunity<br />Every negotiation a small conflict story<br />Contentious conflict resolution tactics<br />Ingratiation<br />Gamesmanship<br />Shaming<br />Argument<br />Promises<br />Threats<br />Physical force<br />
  7. 7. Surprise<br />Instilling Fear<br />Value of partnership<br />Assert Authority<br />Assert Ownership<br />Diminish Other<br />Seize Opportunity<br />Ingratiation<br />Gamesmanship<br />Terrence has Succeeded in Unnerving Ari<br />
  8. 8. The Games Begin<br />
  9. 9. Bargaining from position of strength<br />Identify stakeholders<br />Gather & gain their loyalty<br />Make a long term plan (strategy)<br />Distributive<br />Interest-based<br />Engage tactics<br />Rules of influence<br />Contentious vs. Collaborative<br />Assess & Capture Field of Play<br />
  10. 10. Seizing Power<br />Gamesmanship<br />Shaming<br />Rules/authority<br />Shaming<br />Enforcing rules<br />Exclusion<br />
  11. 11. Convening and Recovering Power<br />
  12. 12. Home court advantage<br />Using agents<br />Assert Authority<br />Shaming<br />Appeal to Rules<br />Apologies<br />Neutral territory<br />
  13. 13. At the Table Tactics<br />
  14. 14. Reason giving<br />Predict future<br />Demand for Concession<br />Empty Assurances<br />Repeated demand<br />Appeal to “the way we’ve always done things”<br />Appeal to fairness<br />Insulting first offer<br />Ari is So Defeated He Isn’t Even Bargaining<br />
  15. 15. Anchoring, Framing, Contentious Tactics, Threatening, Bluffing<br />
  16. 16. Changing the other guy’s mind<br />Fairness<br />Exchanging power for sympathy<br />Framing the “deal”<br />Anchoring<br />Contentious Distributive Strategy and Tactics<br />
  17. 17. A Man with a Negotiation Strategy and the Tactics to Carry it Out<br />Posturing<br />Framing<br />Anchoring<br />“Countering”<br />Claiming Value<br />Argument<br />Threats<br />Bluffing<br />Re-Anchoring<br />Bargaining<br />Closing<br />
  18. 18. Coalitions<br />
  19. 19. In the foreboding world of rational choice, everyone is a raging Dirt-Bag. Political Scientist Bruce Bueno de Mesquita<br />What are their interests?<br />needs, preferences, desires, fears, risk-courting or risk-averse<br />today and in the future<br />What are their constraints?<br />Hidden stakeholders<br />Precedent<br />Rules<br />Institutional demands<br />Personal ambitions<br />Where are their loyalties?<br />Building and Deploying Coalitions<br />
  20. 20. Building, Using and Breaking Coalitions<br />value of surprise<br />choice of coalition partners<br />name calling<br />threats<br />breaking coalitions<br />appealing to group loyalties<br />bonding<br />re-aligning coalition<br />promises<br />breach of promise<br />threat of litigation<br />stealing the clients<br />
  21. 21. New Stakeholders<br />
  22. 22. Ready to move<br />Deploy stakeholders<br />Stakeholders’ Interests<br />Appeal to the future<br />Revolt<br />Strategic partners<br />Set up & timing<br />Diagnostic questions<br />Bargaining<br />Closing<br />
  23. 23. Contentious tactics<br />Ingratiation, gamesmanship, shaming, persuasive arguments, promises, threats, force<br />Framing and anchoring<br />Appeal to authority & rules<br />Fairness<br />Interest based tactics<br />Needs, desires, preferences, fears<br />Diagnostic questions<br />Managing stakeholders<br />Set-up and Timing<br />Bargaining<br />Closing<br />Every Negotiation is a Conflict Story and You are its Producer, Writer, Director and Actor<br />
  24. 24. QUESTIONS?<br />