This preview shows pages 1–2. Sign up to view the full content.
This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: Fallback option Opportunity cost if negotiations fail o Define your bottom line: Resistance point o Define aspiration level: Target point o Prepare “objective” rationale to justify you position • Actual distributive bargaining: o Open low or high o Establish position early o Explore potential bargaining area o Seek concessions o Signal closeness to goal by concession size o Be prepared to walk away, if necessary...
View Full Document
This note was uploaded on 05/30/2011 for the course BUSI 405 taught by Professor Blackburn during the Fall '10 term at UNC.
- Fall '10