ABSTRACT
This chapter provides a tongue-in-cheek instruction manual for playing the “game” known as “The Difficult Negotiation.” The game is often played over several rounds. In each round, each player chooses a role and takes one or more actions. At the start of the game, each player should establish priorities that represent her interests. Players can consider how priorities can be grouped to make the trade-offs acceptable to the parties. Momentum is another psychological factor in negotiations. If most players appear to be in agreement, the one sitting on the fence is less inclined to object. At the end of the game, players think about whether they would like, in future, to play this game again with each of the other players. The Negotiator’s Pause is also very effective for use when the negotiator feels uncomfortable or upset in a negotiation, or is caught by surprise by her counterpart’s statement or action.
