Unformatted text preview: and thereby brings them back to the bargaining table. Works but can escalate conflict. (i.e. picketing, boycott) (40) o Alliance with Outsiders – involving other parties in the process who can somehow influence the outcome (40) o Schedule Manipulation – Inconveniencing the other party to manipulate negotiation sessions (41) • Closing the Deal o Provide Alternatives – providing two or three alternative packages for the other party that mare more or less equivalent in value (46) o Assume the Close – acting as if the decision to purchase something has already been made (47) o Split the Difference – most popular closing technique; can be effective presuming that the parties started with fair opening offers (47) o Exploding Offers – the purpose is to convince the other party to accept the settlement and to stop considering alternatives (47) o Sweeteners – saving a special concession for the close (47)...
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This note was uploaded on 04/16/2008 for the course MGMT 375 taught by Professor Higgins during the Spring '08 term at Abilene Christian University.
- Spring '08