8 KEY ELEMENTS

PARTIES PARTIES ROLES

1
2
3
4 INTERNAL
5
6
7
8
9
10
11 EXTERNAL
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26

VALUE SCENARIOS
5S - ZOPA STEPS RESIDENTIAL

PEARL BATNA = RV
 ESTATE 1 BATNA =
RV

ZOPA

INTER-DEPENDENCY COORDINATES?
GENERIC DUAL CONCERN
STRATEGY MODEL

PEARL/ESTATE 1
PEARL/QUINCY
??
??

FRAME-ANCHOR

REWARD FRAMES

RISK FRAMES

CHOSEN FRAME

VALUE CREATION

ADDITIONAL NEEDS, ISSUES

DIFFERENCES BETWEEN PARTIES

CNWDT ANALYSIS

VALUATION/SCORING
SOLUTIONING

1.TRADABLES
2. BARTERS (LOG-ROLLS)
3. CONTINGENT OFFERS
4. OTHERS
 HAMILTON ESTATE CASE - BOARD WORK.

INTERESTS* - Physiological,
Security, Emotional, Esteem/Ego,
Cognitive, Aesthetic, Actualisation,
Spiritual, Transcendental. VALUE BATNA BARRIERS

VALUE SCENARIOS *INTERESTS

LUXURY CONDOS COMMERCIAL 1 PHYSIOLOGICAL

2 SECURITY
 3 EMOTIONAL

4 ESTEEM, EGO

5 COGNITIVE

6 AESTHETIC,

GENERIC STRATEGY CHOICE 7 ACTUALISATION

8 SPIRITUAL,
9 TRANSCENDENTAL
 DCM - (d, r) coordinates of GS

GST# PEARL INV.

POWER ETHICS
1
2
3
4
5
6
7
8
9
class 0 0

Satiation, Comfort
protection for anxiety/fear of
loss/injury/hurt/pain, stability
 acceptance/belonging, affection, care
self-sufficiency, dignity, achievement,
mastery, independence, reputations,
pride, vanity, superiority
knowledge, skills, intelligence, abilities,
make meaning, predict/forecast
ORDER, BALANCE, HARMONY, BEAUTY,
REFINEMENT, SOPHISTICATION

realizing personal potential, seeking

personal growth and peak experiences

finding meaning in/of Life, self-fulfillment

- plateau experiences - answers to “Who
am I”, “why am I”, “what before/beyond
this life”, Peace, Beliefs, Devotion
Compassion for others, Charity, Service,
M - (d, r) coordinates of GS teams

ESTATE 1 QUINCY

0 0 0 0