Defending Your Life: Negotiation Strategies Illustrated in Film


In Nearly ALL Situations, Don't Accept the First Offer. Duh!



Defending Your Life focuses on a transition stage in which recently dead folks must show to a panel of after-life judges that they have lived full and fearless lives.  If they fail at this proof, they must return to earth and try again. Meryl Streep appears with Albert Brooks who wrote, directed, and starred in the film.

 I use a clip that shows Daniel Miller, played by Brooks, negotiating for his salary at a new job.  He has died suddenly when his car hits a bus head-on. Examples from his life, including the salary negotiation, increasingly show his fear. 

 In this clip, he begs his wife to practice with him the night before the salary negotiation, and then, he abandons the approach he had practiced.

 The clip allows me to discuss the gravitational pull of opening offers, who should open first, appropriate concession patterns, and leverage derived from your BATNA.   

Comments

Post a Comment

Popular posts from this blog

12th Al Jazeera Forum: Session 4 - Changing Alliances in the Region

Image
Where is the Middle East Heading? On April 28-29, 2018, Al Jazeera held its 12th Forum providing an opportunity for leading scholars and other experts to discuss a variety of topics affecting the Arab world.  The website for the forum,  @aljazeeraform , provides additional information and links to the videos of each session.  You can follow the Twitter coverage at  #AJForum . As I noted in my  first post  in this series, I am working from my notes, so I apologize in advance if I incorrectly paraphrase the remarks of any speaker. I was also reliant on the quality of the translation services and their audibility. Therefore, I am happy to make any needed edits to this summary. For summaries of the other sessions see: Opening Session Session 1: The Gulf Crisis Session 2: Iran and the Gulf Session 3: Change in the Region? Session 5: Palestine and the "Deal of the Century" Session 6: The Media During Times of Crisis Session 7: Where is the Gulf Headed? Session
Read more

The 12th Al Jazeera Forum: Session 6 - The Media During Times of Crisis

Image
Responsibility of Combatants:  Don't Kill Journalists! On April 28-29, 2018, Al Jazeera held its 12th Forum providing an opportunity for leading scholars and other experts to discuss a variety of topics affecting the Arab world.  The website for the forum,  @aljazeeraform , provides additional information and links to the videos of each session.  You can follow the Twitter coverage at  #AJForum . As I noted in my  first post  in this series, I am working from my notes, so I apologize in advance if I incorrectly paraphrase the remarks of any speaker. I was also reliant on the quality of the translation services and their audibility. Therefore, I am happy to make any needed edits to this summary. For summaries of the other sessions see: Opening Session Session 1: The Gulf Crisis Session 2: Iran and the Gulf Session 3: Change in the Region? Session 4: Changing Alliances in the Arab World Session 5: Palestine and the "Deal of the Century" Session 7: Wher
Read more

The 12th Al Jazeera Forum: Session 7 - Where is the Gulf Headed?

Image
Political Stability or a New Wave of Change? On April 28-29, 2018, Al Jazeera held its 12th Forum providing an opportunity for leading scholars and other experts to discuss a variety of topics affecting the Arab world.  The website for the forum,  @aljazeeraform , provides additional information and links to the videos of each session.  You can follow the Twitter coverage at  #AJForum . As I noted in my  first post  in this series, I am working from my notes, so I apologize in advance if I incorrectly paraphrase the remarks of any speaker. I was also reliant on the quality of the translation services and their audibility. Therefore, I am happy to make any needed edits to this summary. For summaries of the other sessions see: Opening Session Session 1: The Gulf Crisis Session 2: Iran and the Gulf Session 3: Change in the Region? Session 4: Changing Alliances in the Arab World Session 5: Palestine and the "Deal of the Century" Session 6: The Media During Times
Read more