This flowchart visualizes the negotiation strategies presented in the chapter, emphasizing avoiding compromise and leveraging time/deadlines. It shows the process from initial conflict to potentially successful or unsuccessful outcomes.

graph TD
    A[Initial Situation: Conflicting Needs/Demands] --> B{Compromise?};
    B -- Yes, Split the Difference --> C[Potential Bad Deal: Mismatched Shoes];
    B -- No, Avoid Compromise --> D{Assess Time/Deadlines};
    D -- Time Pressure Present --> E{Leverage Deadline};
    E -- Stalling Tactics --> F[Potential Advantage];
    D -- No Time Pressure --> G{Understand Underlying Emotions & 'Fairness'};
    G --> H{Frame Offer to Address Emotional Needs};
    H --> I[Creative Solution: Addresses Real Needs, Not Just Initial Demands];
    C --> J[Unsatisfactory Outcome];
    I --> K[Successful Negotiation];

This mindmap breaks down the concept of 'fairness' in negotiation, showing its subjective nature, emotional impact, different applications (defensive, offensive, constructive), examples, and strategies for managing it.

mindmap
  root((Fairness in Negotiation))
    Central Ideas
      Subjective Perception
        Emotional Impact
          Triggers Defensiveness
          Influences Decisions
      Ultimatum Game
        Irrational Rejection
        Value of Perception
      Application
        Defensive Use: 'We just want what's fair'
        Offensive Use: 'We've given you a fair offer'
        Constructive Use: 'I want you to feel treated fairly'
    Examples
      Robin Williams/Aladdin
      Iran Nuclear Program
    Strategies
      Acknowledge & Address Feelings
      Provide Evidence of Fairness
      Establish a Reputation of Fairness