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    6stages Prenab Template

    Uploaded by

    Karthik S V
    The document outlines 8 key elements for negotiating multiple real estate deals between parties. It includes sections on roles of internal and external parties, value scenarios around luxury condos and commercial properties, barriers to agreement, and using the dual concerns model to find mutually agreeable solutions. Interests of the parties like security, esteem and actualization are identified. Generic negotiation strategies are considered along power-ethics grids and (d,r) coordinates of the strategies.

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    6stages Prenab Template

    Uploaded by

    Karthik S V
    25 views8 pages
    The document outlines 8 key elements for negotiating multiple real estate deals between parties. It includes sections on roles of internal and external parties, value scenarios around luxury condos and commercial properties, barriers to agreement, and using the dual concerns model to find mutually agreeable solutions. Interests of the parties like security, esteem and actualization are identified. Generic negotiation strategies are considered along power-ethics grids and (d,r) coordinates of the strategies.

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    Stages

    Original Title

    6stages.preNab.template

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    The document outlines 8 key elements for negotiating multiple real estate deals between parties. It includes sections on roles of internal and external parties, value scenarios around luxury condos and commercial properties, barriers to agreement, and using the dual concerns model to find mutually agreeable solutions. Interests of the parties like security, esteem and actualization are identified. Generic negotiation strategies are considered along power-ethics grids and (d,r) coordinates of the strategies.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    25 views8 pages

    6stages Prenab Template

    Uploaded by

    Karthik S V
    The document outlines 8 key elements for negotiating multiple real estate deals between parties. It includes sections on roles of internal and external parties, value scenarios around luxury condos and commercial properties, barriers to agreement, and using the dual concerns model to find mutually agreeable solutions. Interests of the parties like security, esteem and actualization are identified. Generic negotiation strategies are considered along power-ethics grids and (d,r) coordinates of the strategies.

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    You are on page 1of 8

    8 KEY ELEMENTS

    PARTIES PARTIES ROLES


    1
    2
    3
    4 INTERNAL
    5
    6
    7
    8
    9
    10
    11 EXTERNAL
    12
    13
    14
    15
    16
    17
    18
    19
    20
    21
    22
    23
    24
    25
    26

    VALUE SCENARIOS
    5S - ZOPA STEPS RESIDENTIAL

    PEARL BATNA = RV
    ESTATE 1 BATNA =
    RV

    ZOPA

    INTER-DEPENDENCY COORDINATES?
    GENERIC DUAL CONCERN
    STRATEGY MODEL

    PEARL/ESTATE 1
    PEARL/QUINCY
    ??
    ??

    FRAME-ANCHOR

    REWARD FRAMES

    RISK FRAMES

    CHOSEN FRAME

    VALUE CREATION

    ADDITIONAL NEEDS, ISSUES

    DIFFERENCES BETWEEN PARTIES

    CNWDT ANALYSIS

    VALUATION/SCORING
    SOLUTIONING

    1.TRADABLES
    2. BARTERS (LOG-ROLLS)
    3. CONTINGENT OFFERS
    4. OTHERS
    HAMILTON ESTATE CASE - BOARD WORK.

    INTERESTS* - Physiological,
    Security, Emotional, Esteem/Ego,
    Cognitive, Aesthetic, Actualisation,
    Spiritual, Transcendental. VALUE BATNA BARRIERS

    VALUE SCENARIOS *INTERESTS


    LUXURY CONDOS COMMERCIAL 1 PHYSIOLOGICAL

    2 SECURITY
    3 EMOTIONAL

    4 ESTEEM, EGO

    5 COGNITIVE

    6 AESTHETIC,

    GENERIC STRATEGY CHOICE 7 ACTUALISATION

    8 SPIRITUAL,
    9 TRANSCENDENTAL
    DCM - (d, r) coordinates of GS

    GST# PEARL INV.

    POWER ETHICS
    1
    2
    3
    4
    5
    6
    7
    8
    9
    class 0 0

    Satiation, Comfort
    protection for anxiety/fear of
    loss/injury/hurt/pain, stability
    acceptance/belonging, affection, care
    self-sufficiency, dignity, achievement,
    mastery, independence, reputations,
    pride, vanity, superiority
    knowledge, skills, intelligence, abilities,
    make meaning, predict/forecast
    ORDER, BALANCE, HARMONY, BEAUTY,
    REFINEMENT, SOPHISTICATION

    realizing personal potential, seeking


    personal growth and peak experiences

    finding meaning in/of Life, self-fulfillment


    - plateau experiences - answers to “Who
    am I”, “why am I”, “what before/beyond
    this life”, Peace, Beliefs, Devotion
    Compassion for others, Charity, Service,
    M - (d, r) coordinates of GS teams

    ESTATE 1 QUINCY

    0 0 0 0

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