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(ง’̀-‘́)ง Nº96 Tricks, Kicks and Bricks 🃏 👞 ┬┴┬┴┤

Don't player hate, anticipate and formulate! This week I did some reading on negotiation. I learned t
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(ง’̀-‘́)ง Nº96 Tricks, Kicks and Bricks 🃏 👞 ┬┴┬┴┤
By Jon Woodroof • Issue #96 • View online
Don’t player hate, anticipate and formulate! This week I did some reading on negotiation. I learned that all negative “negotiation tactics” can really be boiled down to three main strategies: 
  • 1. Deception
  • 2. Coercion
  • 3. Prevention
Another (rhyming!) way to remember them is: Tricks, Kicks, and Bricks:
  • Look out for Tricks when: One party has little to lose or much to gain from deception.
    Information asymmetry is great & verification is difficult.  Also when interaction or interdependence between parties is infrequent. (source)
  • Be ready for Kicks when: improper use of negative leverage puts the opposing party in duress. Can include bribery and blackmail. (source …very interesting paper)
  • Prevention (or ’BRICKS’) may occur when: a person acts as a gateway to other people or places. A simple example could be obstructing access to information. (source)
Knowing the other party’s tactics will help you anticipate and formulate a better argument. But is that enough? How often do you encounter Tricks, Kicks, and Bricks when negotiating? What do you do?
As always, thank you for reading!
with appreciation,
Jon
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Here's to anticipating and formulating this week!
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