4. Set an agenda
• Setting an agenda is a negotiation in and of
itself.
• Process guidelines include:
– Who will start
– Order of topics to be addressed
– Time to be allocated to each topic
– Issues that should not be addressed during the
negotiation
10. Losing or Saving Face
• Face - “the positive social value a person
effectively claims for himself [or herself] by
the line others assume he [or she] has taken
during a particular encounter.”
• Whenever possible, negotiators should try to
maintain the other side’s face.
• The fear of losing face can be used as a
strategy – can be risky.
11. Power is negotiable
• Static indicators of power: rank, gender, age,
reputation, status, intelligence, reputation,
appearance, physical size
• Respect > authority
• Perception of power
• Credibility
• Use the power of who you know
