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URL:https://www.learndesk.us/class/4947307034312704/lesson/0ba1fa5022ff8ef5b0c1c1f36bf31312?ref=outlook-calendar
SUMMARY:Negotiation Preparation Case Study
DTSTART;TZID=America/Los_Angeles:20260430T190000
DTEND;TZID=America/Los_Angeles:20260430T200000
LOCATION:https://www.learndesk.us/class/4947307034312704/lesson/0ba1fa5022ff8ef5b0c1c1f36bf31312?ref=outlook-calendar
DESCRIPTION: Case study issue
During negotiations with your counterparty, they suddenly introduce a previously un-communicated position.
In this case, your counterparty has employed a tactic that is an attempt to settle an open issue by bringing pressure on your team to meet their request.
These types of tactics are known as tricks and ploys.
No one on your team has received any indication of this position and you are uncertain of the implications.
What is your strategy in this case?
What are your options to proceed?
A) Do you walk away and cancel the negotiations?
B) Do you pause the session to allow the teams to confer?
C) Do you cancel the session?
D) Do you call out the counterparty?
Case study focus
The best solutions occur when both parties trust each other.
When tricks and ploys are used, the lead negotiator will need to recognize the same, pause the session, and caucus with their team to develop an answer.
Remember your focus must be on the problem and process, not the other...

https://www.learndesk.us/class/4947307034312704/lesson/0ba1fa5022ff8ef5b0c1c1f36bf31312?ref=outlook-calendar
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