1
Q
Old Rational negotiation
A
- rational agents
- win win
- fairness
- Don’t focus to what they are asking but why they are asking for it to get to the real needs.
2
Q
New negotiation of FBI
A
- Irrational agents
- Emotion system and rational
3
Q
Big influencing points in decisions
A
- fear
- needs
4
Q
Negotiation tools
A
- open ended questions
- listening. Listening helps with empathy and for people to listen to themselves, understand better what they want and to become more rational and problem solvers
5
Q
How did FBI developed the negotiation approach
A
- Based on experience clasifying what worked and what did not work.
- Iterative process
- Learning and improving approach
6
Q
Negotiation tasks
A
- Gather information
- Influence behavior
7
Q
How success looks like
A
- They should say “that is right”
8
Q
Secret to getting what you want
A
- Find how to ask for what you want
