Questions
1. Create a continuum of events that occurred over the years (identified in the video) making up the negotiations.
Use bullet points starting with the Reagan’s Star Wars concept and ending with negotiated agreement by both sides.
Give a brief comment regarding the significance of each event.
•
2. What were the interests of both parties and why?
●
Protection
●
World dominance
●
Ending cold war
3. Identify various negotiation approaches/strategies/tactics/techniques used and explain why and how they were
used :
By Reagan:
-
When they were in a bad mood they took a break
-
Changing the environment
By Gorbachev:
-
Talked about his favorite movie
1. Identify 2 negotiation strategies employed by Gorbachev
-
Gorbachev often framed the negotiation in positive terms, emphasizing the
potential for a more cooperative and peaceful relationship between the United
States and the Soviet Union.
-
Gorbachev proposed a "double zero" solution, which called for the complete
elimination of all nuclear weapons on both sides.
2. Identify 2 negotiation strategies employed by Raegan
-
Leveraging power through a strong BATNA
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Used humor and charm to defuse tensions and build a connection with the Soviet
leader.
3. Picture what you know of Donald Trump. Had he needed to negotiate this same
scenario with Gorbachev, list a few differences in his negotiation style you might expect
-
Trump is known for being an aggressive negotiator. He often takes a tough
stance and makes bold demands, sometimes using threats and ultimatums to try
to force the other party to agree to his terms
-
Willing to break conventions and take risks, making it difficult for the other party
to predict his next move
-
Seeks to maximize his own gains and get the best possible deal for himself
