Moves and Turns Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiations Deborah Kolb

WHAT’S IN IT FOR YOU, THE NEGOTIATORS?

WHAT’S IN IT FOR YOU, THE NEGOTIATORS? Learn what moves and turns are in a negotiation

WHAT’S IN IT FOR YOU, THE NEGOTIATORS? Learn what moves and turns are in a negotiation Learn common moves made in negotiations and daily life

WHAT’S IN IT FOR YOU, THE NEGOTIATORS? Learn what moves and turns are in a negotiation Learn common moves made in negotiations and daily life Discover ways to turn those moves and advocate your side effectively

WHAT’S IN IT FOR YOU, THE NEGOTIATORS? Learn what moves and turns are in a negotiation Learn common moves made in negotiations and daily life Discover ways to turn those moves and advocate your side effectively Participate in case examinations of moves and turns

No content

NEGOTIATIONS: WHY AND HOW People negotiate not only over issues and interests, but they also negotiate how they are going to negotiate. Negotiating is not just about the end, but also about the means.

N N NEGOTIATION

N N Opening Offer Resistance point BATNA Concessions Commitment Interests Needs Target point NEGOTIATION Win-Win Asking price Integrative Distributive

N

N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

N MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

N TURNS N N MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

N TURNS N N MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N So, what’s the game plan now?

N TURNS N N MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Challenging Competence or Expertise Calls the value of the product/service into question Implies that you don’t know what you are doing Negotiator can win, but also lose face MOVES

John Kerry TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Challenging Competence or Expertise Calls the value of the product/service into question Implies that you don’t know what you are doing Negotiator can win, but also lose face MOVES Swift Boat Veterans for Truth advertisement in 2004

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Demeaning Ideas The idea(s) are attacked in ways that give the proponent little room to respond The idea and the proponent sound ridiculous MOVES MOVES N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Demeaning Ideas The idea(s) are attacked in ways that give the proponent little room to respond The idea and the proponent sound ridiculous MOVES MOVES N Archie and Meathead in All in the Family Frank and Marie in Everybody Loves Raymond

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Criticizing Style Can make you seem irrational Calls forth stereotypes (hysterical female, stubborn male) Can be unsettling for negotiator “This is preposterous” MOVES MOVES N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Criticizing Style Can make you seem irrational Calls forth stereotypes (hysterical female, stubborn male) Can be unsettling for negotiator “This is preposterous” MOVES MOVES N Rush Limbaugh

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Making Threats Assertions of power Can push a negotiator into a corner Makes proposing solutions risky Similar to hardball tactics “I’m quitting if you don’t...” MOVES E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Making Threats Assertions of power Can push a negotiator into a corner Makes proposing solutions risky Similar to hardball tactics “I’m quitting if you don’t...” MOVES E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N Drill sergeant Mr. T

E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Flattery Can be quite powerful, appeals to ego Lures you into a trap, “friendly thief” Makes it difficult for you to advocate and press for what you want “I know you won’t let me down” MOVES MOVES N

E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Flattery Can be quite powerful, appeals to ego Lures you into a trap, “friendly thief” Makes it difficult for you to advocate and press for what you want “I know you won’t let me down” MOVES MOVES N Marc in Ugly Betty Waylon Smithers

RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Interrupting Cutting off the other person Disrupts the move and the flow Even short break shifts the dynamic Not in the same position after an interruption TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Interrupting Cutting off the other person Disrupts the move and the flow Even short break shifts the dynamic Not in the same position after an interruption TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Time out Going to the bathroom... I will be right back

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Naming Signals recognition of what is happening Suggests that the negotiator isn’t taken in M: “Don’t get so upset.” T: “I’m surprised you said that.” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Naming Signals recognition of what is happening Suggests that the negotiator isn’t taken in M: “Don’t get so upset.” T: “I’m surprised you said that.” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Put a name to the tactic HELLO THE TACTIC YOU ARE USING IS

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Questioning Suggests something puzzling about a move Throws it back to the mover: “Upset? I’m not sure what you mean.” Tone is important: timid vs. confident TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Questioning Suggests something puzzling about a move Throws it back to the mover: “Upset? I’m not sure what you mean.” Tone is important: timid vs. confident TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N Psychologist’s couch

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Correcting Substitutes a different motivation to the one implied Constructs a different position that can neutralize the move “That’s one way to look at things...” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Correcting Substitutes a different motivation to the one implied Constructs a different position that can neutralize the move “That’s one way to look at things...” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N Eyeglasses refocus what we are looking at

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Diverting Shifts the focus back to the problem Ignores the implication, allows the negotiator to take control of process “Let’s not focus on me and figure out what we need to do.” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N Diverting Shifts the focus back to the problem Ignores the implication, allows the negotiator to take control of process “Let’s not focus on me and figure out what we need to do.” TURNS RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME TURNS N N George Bush answering press questions Cookie Monster eats a cookie

RRECT DIVERT CORRECT N COR QUESTION NAME INTERRUPT NAME N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N

We will examine moves and turns together in a scene from Monsters Inc. (2001).

No content

No content

RRECT DIVERT CORRECT N COR QUESTION NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N EAN IDE CHALLENGE COMPETENCE MOVES N Let’s review the moves and turns from the clip once more.

Let’s examine moves and turns in a scene from American Gangster (2007).

No content

No content

Let’s review the moves and turns from the clip. RRECT DIVERT TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N INTERRUPT NAME TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N

Get the idea? Now it’s your turn. Grab your worksheet. See if you can find the moves and turns in Wallace and Gromit: The Curse of the Were- Rabbit (2006).

No content

RRECT DIVERT TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

RRECT DIVERT TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

How about this scene from The Departed?

No content

RRECT DIVERT TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

RRECT DIVERT TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION NAME TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

Let’s try another from Oceans 11.

No content

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS RRECT DIVERT NAME CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N N COR QUESTION TURNS MOVES INTERRUPT NAME CORRECT DIVERT CRITICIZE STYLE QUESTION DEMEAN IDEAS CHALLENGE MAKE THREATS FLATTERY COMPETENCE N TURNS N N E THREATS FLATTERY MAKE THREATS RRECT DIVERT NAME CRITICIZE STYLE S TS S DEMEAN IDEAS COMPET EAN IDE CHALLENGE COMPETENCE MOVES N What moves and turns did you notice?

SUMMARY

SUMMARY Moves happen at any time during a negotiation and can challenge the legitimacy and competence of a negotiator

SUMMARY Moves happen at any time during a negotiation and can challenge the legitimacy and competence of a negotiator Turns are a way to respond to moves and to restore one’s position

SUMMARY Moves happen at any time during a negotiation and can challenge the legitimacy and competence of a negotiator Turns are a way to respond to moves and to restore one’s position We can also use these moves, but remember they can be turned against us