GUIDELINES TO NRDC feb 24 2014

Negotiating Strategies, ContinuedRecap This table recaps common negotiating strategies:Strategy Use when Advantage DisadvantageHold firm Opposing position isn't You get what you want Creates--genuine.without giving upx A win-lose situation.You don't need theanything.x Ill-will.xother party's support.Loss of support.DebateWithdrawBargainGrantconcessionsYou hold the cards.Client will accept thelogic of your case.You must go back tothe drawing board. Youreach an impasse.Things get out of hand.Can't get the client tobudge.It's affordable.They're fitting.Client is sincere.They'll enhancenegotiations.Won't set a precedent.Don't grant if the clientdoesn't--x Expect them.x Ask for them.x Reciprocate.Compromise You're willing tosettle for half a loaf.May--x Lead to bestsolution.x Convince client.Buys time to think ofalternatives.Allows for a fresh start.Lets tempers subside.Can lead to asettlement, even if it'sless than ideal.Shows good faith.Saves time.Is better than nothing.Can lead to--x Emotionalism.x Argument.x Intimidation.x Alienation.Leaves issue unsettled.May embolden theopposition.May close the door.Maintains adversarialrelationship.May end in a win-losesettlement.Sharp client canclean your clock.May signal lack ofcommitment.May encourage client to--x Ask for more.x Always expect them.x Whittle away at yourproposal.Hard to take back ifnegotiations falter.Can leave both partiesdissatisfied.Note: Collaboration is also a negotiating strategy but is treated separately on the next page.NRDC GRC – Staff Handbook 6-19