Introduction to International Negotiations

Two Dilemmas in Mutual Adjustment

• Dilemma of honesty
• Concern about how much of the truth to tell the other party
• Dilemma of trust
• Concern about how much negotiators should believe what the other party tells them

Closing the deal

Provide alternatives

• Assume the close
• Take out the contract form
• Split the difference
• Exploding offers
• Offers containing tight deadlines
• Sweeteners
• I will give you X if you agree

Summary on the Planning Process

“...planning is one of the most important activities in negotiation.”