The Role of Power in Negotiation

20 Negotiation Tactics

This 70 minute video gives you access to a whole new world of negotiation techniques that you probably have never thought of before. You will learn the psychology of how people make choices, and how you can leverage those choices into your advantage in a negotiation setting. All of these tips were chosen because of how widely they can be applied to all kinds of situations. You will also get 50 real-life examples to use in your own negotiations, so that you can learn to never be taken advantage of. All we need is 70 minutes of your time, and we can have you negotiating like a pro, to be able to have people see your way, no matter what you're proposing. All of these tactics can be applied in many different settings, such as asking for a raise, getting a job, or even winning an argument! All these tactics can change how people view you, and give yourself authority! Read more...

20 Negotiation Tactics Summary


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President of the United States

But Lincoln's words seemed to have little effect on the tense situation between North and South. Eleven Southern states had already announced their intention to secede from the Union and form a new country that allowed slavery, called the Confederate States of America, by the time Lincoln was inaugurated (sworn in). A few weeks later, the new Confederate government demanded that he remove the Federal troops stationed at Fort Sumter, located in the harbor at Charleston, South Carolina. Confederate president Jefferson Davis (1808-1889 see entry) viewed these troops as a symbol of Northern authority and wanted them to leave. But Lincoln refused to acknowledge the Confederacy as a legitimate country and claimed that the Southern states were engaged in an illegal rebellion against the U.S. government. When negotiations failed, Confederate forces opened fire on the fort on April 12, 1861. This event marked the beginning of the Civil War.

Becomes president of the Confederate States of America

For six weeks, Davis tried to negotiate a peaceful settlement with the North. He still wanted to avoid a war if possible. One of the issues he hoped to resolve was the presence of federal troops at Fort Sumter, located in the middle of the harbor at Charleston, South Carolina. He viewed these troops as a symbol of Northern authority and asked Lincoln to remove them. When negotiations failed, Davis ordered Confederate forces to open fire on Fort Sumter on April 12, 1861. The Confederacy gained control of the fort, but the Civil War had begun.

From Appomattox to Liverpool

Lee's surrender at Appomattox Court House on 9 April 1865 essentially ended the war in the Virginia Theater. Many thousands of men had slipped out of the weary, retreating, Confederate column as the cause became patently hopeless, thus escaping the final surrender. Some of those soldiers attempted to head south into North Carolina to join the Southern army still fighting there under General Joseph E. Johnston. That forlorn hope evaporated when Johnston surrendered to General William T. Sherman near Durham Station on 26 April, after complicated negotiations involving Washington politicians.

The April 1993 Cease Fire

Colonel Tihomir Blaskic, a participant in the meeting, subsequently recorded his own observations on the negotiations, noting that the ABiH delegation seemed preoccupied, cold, and worried about the many Croat civilian casualties caused by their offensive. Blaskic's prophetic assessment of the ABiH was that they are either totally scatter-brained so they have agreed to everything, or they can no longer control their own actions, so now they accept everything in order to create space for a new attack, one they will not give up on. Despite his misgivings, on April 22, Blaskic ordered HVO forces in central Bosnia to implement the chiefs of staff's agreements.4 Subordinate commanders were once again enjoined to halt all combat activities against the ABiH and to not respond to Muslim provocations unless ordered to do so by higher headquarters. Nor were they to restrict the movements of UN and ECMM teams. Colonel Blaskic also ordered the withdrawal of HVO forces from the...

The Road to Appomattox april 29 is65

Pressed the rear of Lee's dwindling army. Surrounded at last by overwhelming force, Lee opened negotiations with Grant which resulted in the surrender of the Army of Northern Virginia at Appomattox Court House on the afternoon of April 9, 1865. This surrender brought the war in Virginia to an end.

The Triumph and the Tragedy

But the fall of Fort Fisher did generate another Confederate gesture toward peace negotiations. Jefferson Davis appointed Stephens and two other officials to meet Union representatives with a view to secure peace to the two countries. Lincoln responded with an expression of willingness to receive commis

The consecration of the pronunciamiento

The Church had played no role as a conspirator in preparing the Uprising. As we have explained in Chapter 1, the majority of bishops and Right-wing Catholics bore a considerable responsibility for the growing friction that culminated in open warfare. It is safe to say that in the tense atmosphere of the spring of 1936, almost all the bishops wanted an intervention by the Army to put an end to this state of affairs. It is also true that one or two bishops close to the military officers encouraged those who were thinking of a rebellion and that there were even a few who collected funds for the preparation of the coup (there was the case, for example, of someone in the entourage of Irurita, the Bishop of Barcelona), but the only people who could give the coup any likelihood of success were the professional military officers. These, however, conspired together in the utmost secrecy, keeping intimate control over the movement and accepting collaboration only from sectors that were more or...

The Armed Forces of South Russia

Cross George Tank Corps

Therefore, on 8 January, Krasnov bowed to pragmatism and began negotiations to subordinate his command under Denikin into a new organization known as the Armed Forces of South Russia (AFSR). General A. Bogaevsky, a veteran of the Ice March, replaced Krasnov as Ataman of the Don Cossacks on 15 February, and General

The Confederacy surrenders

Officers of Sherman's and Johnston's armies mingle around the North Carolina home of James Bennett, the site of their generals' surrender negotiations. These talks continued for a few days, because Union authorities did not approve of Sherman's first offer to the surrendering Confederates. They believed the terms were too lenient.

The ABiH Attack on Zepce Zavidovici and Novi Seher June July 1993

On April 18, the ABiH III Corps cleared HVO forces and many Bosnian Croat civilians from the municipality of Zenica and cut the road to Zepce, thereby isolating the HVO forces and Croat civilians in the Tesanj-Maglaj salient. Surrounded by hostile Muslim forces, the Croats in Zepce had only one option for communicating with the outside world through territory held by the Bosnian Serbs. The HVO thus opened negotiations with the Serbs, who for their own reasons were willing to cooperate.13 The Bosnian Croats in Zepce were not eager to deal with the Serbs, but they had no other choice. A cease-fire between the Serbs and Croats in the Zepce area was announced on June 14.

Chinese Civil War Weapons

Chinese Padded Military Winter Uniform

An agreement regarding the strength of the PPC was reached between Chiang Kai-shek and Mao Tse-tung in late August 1945. during the period of ostensible peace negotiations. This called for the size of the local PPC to be governed by the population of the province 110 province's PPC should exceed 15.000 men, and their armaments should be limited to pistols, rifles and automatic rifles. This agreement was of course ignored once the Civil War broke out. At the start of the conflict the PPC and other local forces amounted to about 1.5 million men.

Tentative deescalation

Execution Partisans

Once again there were parallels between the end of the civii war and the Anglo-Irish War in that no one could be sure that it was really over. Unlike the Anglo-Irish War, however, there was no truce, no negotiations no settlement the Republicans conceded nothing, not even defeat, and Ireland remained on a war footing. The iRA's guerrillas simply dumped their weapons and went home to await the next time.

The Anglo Irish peace and the Republicans

Assassination Sir Henry Wilson

During the London peace negotiations in the autumn and winter of 1921 the British Prime Minister, Lloyd George, continually pressured the Irish negotiators with threats of renewed violence on a scale hitherto unseen. Lloyd George wanted a swift resolution to the peace talks and did not In essence the Treaty confirmed the partition of Ireland enshrined in the 1920 Government of Ireland Act and its provisions applied almost exclusively to the 26 counties of what is now the Irish Republic. As far as Northern Unionists were concerned the 1920 Act was the final settlement to the issue of Home Rule and, much to de Valera's chagrin, they refused to take part in the negotiations despite Lloyd George's efforts. The Treaty also ensured that the new Irish Free State or Saorstat Eireann retained the king as head of state. F.rskine Childers, the Anglo-Irish secretary to the Irish negotiators and ardent Republican, was horrified that 'Irish Ministers would be the King's Ministers' and worse still...

Scotland in 16391640 and the Bishops Wars

Meanwhile The Scottish Army

Newcastle upon Tyne was occupied without difficulty by the Scottish army. In their rear, Dumbarton had fallen, Caerlaverock was undergoing vigorous siege, and in September Lord Ettrick was to surrender Edinburgh into covenanting hands. Helpless, Charles summoned a Great Council to York for 24 September, Parliament was summoned to meet on 3 November, and on 2 October negotiations began at Ripon with the Scots which were to lead to the Treaty of Ripon. By this, the Scots occupied Northumberland and Durham with a daily subsidy of 850 to support them until problems were finally hammered out with the sitting of Parliament in London.

Prides Purge and the Kings Execution

Linked with this step was the purge of Parliament carried out by the army on 6 December, with the connivance of Independent members. The Commons had already concluded that the seizure of the King had been an act of great 'insolency' and on the evening of the 5th had gone so far as to issue a stern rebuke to the army by voting to continue negotiations. On the morning of the 6th therefore, Colonel Pride, commanding the regiment responsible for the security of the House, together with Lord Grey of Groby, stood at the door turning away members unsympathetic to the army's case. Some were actually arrested and locked up temporarily in a nearby public house. Later in the day Cromwell, who had now virtually supplanted his superior, Fairfax, as the prime mover in these affairs, came into London and approved the measures. Amongst those subsequently arrested was the old parliamentary general, Sir William Waller.

Ironclads in the Confederate States Navy

Confederate Ironclads

In the following weeks Mallory moved to bring his scheme to reality. Lieutenant James H. North was ordered to proceed to London, and with the assistance of Confederate agents already in England, to go to France and open negotiations with the French for the purchase, either directly or indirectly, of one armored frigate of the Gloire class, or failing this, to arrange for a similar ship to be secretly constructed. Another armored ship was to be contracted for in England. Lieutenant North was advised to consult with Captain Cowper Coles, the Royal Navy's ironclad expert, before drawing up specifications. On May 20, 1861, 2 million dollars were allocated for the purchase of 6 armored vessels abroad.

The occupation of New Orleans

Marine Corps Commandant John Harris

After three further days of unsuccessful surrender negotiations, the remainder of the Marines of Farragut's squadron, augmented by a detachment of sailors with two howitzers, were ordered to land. Commanded by Capt John L.Broome, they made their way along the wide city streets, first to the Customs House, then to the City Hall. Despite being pushed, abused, and spat upon by the angry mob, the Marines maintained their discipline and did not retaliate. At both destinations they raised the national colors and left a Marine Guard. For almost three days Broome's Marines were the sole authority of the US Government in New Orleans, until Gen Benjamin Butler's soldiers arrived and the Army took control of the city. On May 1 the Marines withdrew from New Orleans and returned to die vessels of their squadron.

William Wilbur Edgerton

Several days after the army reached Goldsboro, North Carolina, Edgerton announced to his mother, T am so sick of soldering that my patriotism is below par.' Fortunately, the war did not last much longer, in April, Sherman's army advanced, and just as quickly it halted for negotiations. By the end of the month, the Confederates had surrendered, and the 107th New York began its march for Washington, DC. On 24 May, it proudly participated in the Grand Review along Pennsylvania Avenue, with the

The Third Civil War 164951

Royalist Artillery England

From our soules abominate, and all parties and con-senters thereunto' on 22 February Montrose was appointed the King's Captain-General in Scotland with instructions to raise a loyal army. Rather than accept the severe terms put to him by a Scottish delegation which visited him in Holland in 1649, however, Charles prevaricated in the hopes of success in Ireland. When there was no longer an alternative, he entered into new negotiations with the Scottish Commissioners at Breda. The ruling Scottish Committee of Estates proposed terms which even Argyll considered too strict, but Charles was encouraged by William II to agree, and on 1 May 1650 signed theTrcaty of Breda. By this he undertook to impose Presbyterianism upon England, to outlaw-Roman Catholicism, to acknowledge the Scottish Parliament and renounce the arrangements with Montrose and Ormonde, in return for an invitation to be crowned in Scotland and to have the Engagers' rights restored to them. Probably neither side intended to...

A nineteenthcentury inheritance

In 1931 the official doctrine of the Church continued to propagate, almost as a dogma of faith, the principle of a confessional state. In the negotiations for the concordat of 1851, the Holy See had revealed itself to be more inclined to accept disentailment than to renounce the confessional nature of the kingdom. During the Second Vatican Council (1962-65), the Francoist section of the Church showed itself to be an anachronistic defender of the Confessional State and obstinately opposed to the proclamation of religious freedom. In the eyes of these clergy, such a declaration would have appeared tantamount to mere opportunism, for it would have implied, indeed led to, a quid pro quo arrangement by which countries with a Catholic majority would tolerate non-Catholics so that countries where the situation was the reverse would tolerate Catholics. Yet the proposed text was founded theologically on the principle that the act of faith could emanate only from free will and that therefore...

Efforts to prevent the assassinations

When later the Republican government, to avoid the charge of favouritism, centralized all prisoner-exchange negotiations under the administration of Jose Giral, there were very few cases that could be resolved satisfactorily. Giral himself has left a detailed account of his labours in that field.84

The Arkansas And The Tennessee

Transmission Line Clip Art

In spite of these handicaps, Bullock had a near success. In March, 1862, he contracted for two ironclad turret rams with Laird of Birkenhead, said rams to be 230 feet long with a beam of 42 feet and a 15-foot draft. They were to carry four Armstrong rifles in two turrets. In January, 1863, the British Foreign Secretary, Lord Russell, informed Bullock that unless Her Majesty's government was satisfied that the rams were legally owned by a foreign government ( not the Confederate States of America), they would not be permitted to depart. At that time the rams were only half finished, giving Bullock time to think of some subterfuge. He opened negotiations with the French banking firm of Messrs. Bravay, with the plan of having them act as dummy purchasers of the vessels for the Khedive of Egypt. Adams, the American Minister to Great Britain, got wind of this and bluntly informed Lord Russell that if those rams were allowed to sail, it meant war with the United States. Eventually the ships...

The King the Scots and the Discontented Army

Evidently the King hoped, when he surrendered to the Scots on 5 May 1646, to place himself in a position to negotiate with them with a view to forming an alliance against Parliament, The Scots were disgruntled both at their treatment from their erstwhile allies, and by Parliament's failure to implement Presbyterianism in England. Nevertheless, the price of Scottish help for the King would involve his acceptance of the Solemn League and Covenant, a price Charles was unwilling to pay, and negotiations failed. The Parliament, itself torn by disagreement between Presbyterians and Independents, secured the King's person from the Scots by paying over to them substantial subsidies in return for their help during the war. The King passed into parliamentary hands on 30 January 1647 and was taken to Holdenby House in Northamptonshire. There, the The Council broke up on 8 November, and on the same day the King, who had been transferred from Newmarket to Hampton Court on 24 August, escaped and...

The North Tightens Its Grip

As the 1864 U.S. presidential elections drew near, many people believed that war-weary Northerners would vote to replace President Abraham Lincoln (1809-1865) with Democratic candidate George B. McClellan (1826-1885), the former general of the Army of the Potomac. If McClellan won the election, many citizens believed he would enter into peace negotiations to end the war and provide the Confederacy with the independence it wanted. But a late flurry of Union victo-

Five bishops do not sign

The third case, which is very little known, was that of Javier de Irastorza Loinaz, the incumbent Bishop of Orihuela-Alicante. In 1935 the Holy See had appointed an Apostolic Administrator there with full powers and the bishop had been ordered to reside outside his diocese, where he could no longer govern. Why he was removed in this way was not made public, but well informed persons close to the diocesan curia assert that it was owing to a complicated question involving funds. Indeed, once before, when he was a prior to the military orders in Ciudad Real, he had had a problem of the same kind. But when don Juan de Dios Ponce y Pozo, the appointed Apostolic Administrator, was assassinated in 1936, Irastorza considered that he would automatically recover the full government of the diocese, which was still fundamentally his.14 At the end of the Civil War, amidst general surprise, he presented himself at Alicante and assumed his episcopal functions. The Holy See, at that time in the midst...

Military Alliance

From the moment they had begun negotiations for the Federated-Commonwealth Alliance treaty. Prince Davion and Archon Steiner envisioned a united nation, governed by the progeny of Hanse and Melissa Davion and protected by the most powerful military the Inner Sphere had seen in centuries. Their first actions in support of the military alliance were to sponsor wargames between the two militaries, followed shortly thereafter by the formation of the Federated Commonwealth Corps, an organization of allied troops that eventually encompassed twelve full RCTs, staffed by the finest soldiers that both the Lyran and Federated Suns military academies could produce and equipped with the best military hardware.

The March To London

Marching from Warwick via Daventry and St Albans, Essex and his army were given a hero's welcome in London on 7 November. Parliament, moved by the King's proximity to London, despatched a petition offering a reconciliation and the King appeared ready to listen, suggesting Windsor casde as a locauon to conduct negotiations.

The Western Delaware

The Delaware Indians lived up to their rhetoric as loyal Unionists. Delaware men served as scouts and home guards, protecting the area from incursions by other Indians and Confederate sympathizers. Enlistment rates for the Delawares were remarkable, with 170 of the eligible 210 men volunteering for service by 1862. The Delaware Indians did more than volunteer. Black Beaver, for example, used his decades of experience as a guide and a scout when the war broke out. Black Beaver helped with diplomatic negotiations with various Indian tribes and helped on the battlefield. He provided advance scouting of Confederate troops and led a dangerous expedition to Kansas, in which several hundred Union troops and their Confederate prisoners traveled 500 miles unscathed through dangerous terrain. Black Beaver received the ire of Confederates who razed his ranch at the Wichita Agency, causing an estimated 5,000 in damage.

Peace is declared

With Davis's reluctant consent, Johnston contacted Sherman to open negotiations for peace. On 17 April, the two generals who had opposed each other in Mississippi, in Georgia, and again in North Carolina, assembled at the home of James and Nancy Bennett, not far from Durham Station. Sherman, forceful in war and soft in peace, offered Johnston mild terms that clearly overstepped his bounds. He permitted

Subject Index

From queen 142 Oxford Parliament 107-8 pardon of John Goodman 60 parliamentary attacks on revenues 30 peace negotiations with parliament 192, 193, 194, 196 belief in rescue from Ireland 209 exposure of supporters to vengeance 197-8 insincerity of negotiations 200-1 scale of concessions 197, 199-200 treaty of Newport 194-6 preference for personal counsel 5, 114, 117 negotiations with Hyde 79 Hertford, William Seymour, marquess of 5, 122 peace efforts 124-6 support for royalist army 96 Hills, Henry, and printing press 156 Hobbes, Thomas, 131

Spanish Vickers

Breguet Xix Nationalist

It was flown by Grupos num 21 and 31 at Madrid, num 22 at Seville, num 23 at Barcelona, num 1 in Africa, and by several training units. Small numbers of other types were pressed into service by whichever side took over their airfields. A relatively large naval air arm also remained largely under government control, including 20 Vickers Vildebeeste recce torpedo-bombers. Finally, three Hawker Spanish-Fury fighters and one Spanish-Osprey - unarmed examples sent in the course of licence-building negotiations - were retained by the government near Madrid and used at first as high-speed recce types.


Stilwell Gen Joseph

February-March General advance by PLA southwards to Yangtze river. KMT government under Sun Fo move to Canton, and attempt negotiations with Mao Tse-tung. Still director general of KMT party. Chiang transfers gold reserves to Formosa, and prepares Nationalist redoubt on that island. April Negotiations break down (19th). PLA cross Yangtze at several points. Fall of Taiyuan and of Nanking (23rd). 27 May Fall of Shanghai.

Great Britain

British hopes for the government of Ireland as a solution to the roubles failed to materialize however, during the Treaty negotiations it was obvious that Lloyd George outclassed the Irish plenipotentiaries fed by Collins. By continually threatening to renew hostilities Lloyd George was able to brow beat the Irish representatives into agreeing to a settlement that was to split the Republican movement.

Fort Sumter 186 I

Fort Sumter Explosion

The fort was not designed to fend off this kind of attack. While the garrison labored to contain the fires and save the powder, smoke filled the casemates, making it almost impossible to breathe. All this time, shot smashed into the casemates. When at last nothing was left of the building but the blackened walls and smoldering embers, it became painfully evident that an immense amount of damage had been done. The interior of the fort and the barrack block on its landward side lay in ruins. Shortly afterwards, negotiations began under a flag of truce and the garrison surrendered. During the two-day bombardment, the fort was subjected to a range of shot from almost every side, but the really damaging rounds came from mortars and the single rifled gun. Both were weapons that the Bernard Board had never imagined would ever be used against one of their coastal fortifications. The rules of fortification were being rewritten.

Vitez Busovaca Area

Even as negotiations to end the Muslim-Croat conflict began, fighting continued in the Vitez area. In early February, the ABiH regrouped and brought in reinforcements from Sarajevo and Zenica in preparation for another major assault to cut the Lasva Valley road at Santici. An ABiH attack toward San-tici on February 8 failed, and the HVO counterattacked to widen the neck of the Vitez Pocket. On February 14, the HVO succeeded in removing the ABiH flag placed in Santici on January 11, and after almost two months of heavy fighting the lines in the Vitez Pocket were back where they had been before the first Muslim offensive in the area. The fighting in the Vitez region tapered off, then resumed briefly as both sides sought a final advantage immediately before the cease-fire pursuant to the peace accords signed in Zagreb on February 23 were to go into effect at noon on February 25.17

Francos victory

Casado entered into negotiations with Franco's chief of intelligence in Burgos, Colonel Ungria, confident that some terms better than simple unconditional surrender could at this late stage still be achieved. He also began planning a coup against Negrin and his Communist backers. By early March, even General Miaja agreed with Casado's plans, and on 5 March Casado set up a so-called national council in Madrid and informed Negrin of his rebellion. Uncertainty and political confusion were rife, not just in Madrid, but throughout Republican Spain. No one was sure who had what authority, or who would follow any orders. Negrin gave up, and flew out of the country, accompanied by various Communist luminaries. But Communist army commanders in and around Madrid chose to attack Casado, and for one last, desperate time, there was a civil war within the civil war in Republican Spain.


Union cavalry captured the fleeing Jefferson Davis in Georgia on May 10. The United States government discovered evidence of the role of Confederate agents in a plan late in the war to kidnap Lincoln, take him to Richmond and hold him as a bargaining counter in peace negotiations. It was the failure of this plan that had caused Booth and several co-conspirators to assassinate Lincoln, and attempt to assassinate Secretary of State Seward and Vice-President Andrew Johnson. The government thought it also had evidence of the involvement of high Confederate officials, including Jefferson Davis, in the kidnapping and - by implication - the assassination plots. But as it became clear that this evidence would not stand up in court, the government gradually dropped plans to try Davis. The only people tried and convicted were those directly involved in the assassination plots. Four of the conspirators were hanged on July 7, 1865. The other four were imprisoned. One died in prison the other...

A monarchist coup

Did the Fascists hope to overthrow the Republic and re-establish the monarchy It is true that some of the conspirators, such as Kindelan and the two Vigon brothers, were monarchists, but Payne is quite right when he observes that 'the majority of the directors of the conspiracy, such as Mola, Goded, Cabanellas and Queipo de Llano felt a veritable antipathy towards monarchy as an institution. Franco himself was obliged to declare that the Moors would act only under the flag of the Republic.'21 Mola, the Director, had been on the point of breaking off negotiations with Fal Conde and the traditionalists because they demanded that the uprising be staged beneath the bi-colour flag of the monarchy. At the last moment and on the express order of Sanjurjo, Fal Conde agreed that the army go out into the streets bearing the Republican flag, provided that the Requetes could carry the monarchist flag. Mola had agreed, in writing, to a Republican dictatorship in which Church and State were...

The Relief Of York

The situation of Newcastle, locked up in York, was by no means desperate. He had occupied his opponents with treaty negotiations from 8 to 15June. When, on 16June, Major-General Crawford launched part of the Eastern Association army into an ill-coordinated attack presaged by the explosion of a mine under the walls of York, the Parliamentarians were beaten off losing 200 prisoners as well as heavy casualties. Lack of provisions was a more serious threat and Newcastle wrote urgently to Rupert seeking relief. On 28 June the Allied commanders outside York received messengers who told them that Rupert was approaching with 10,000 Horse and 8,000 Foot.

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