Negotiations 2

Negotiations 2 - Fallback option Opportunity cost if...

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Negotiations Preparing to bargain/ negotiate: o Bargaining zone model: Your position: Initial point: your opening bid Target point: realistic goal for agreement Resistance point: beyond which you’ll no longer negotiate Opponent’s position: All the same stuff, you want to know this! Any overlap b/w 2 positions is area of potential agreement Preparing for distributive bargaining: o Define your BATNA: Best Alternative To a Negotiated Agreement
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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...
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Negotiations 2 - Fallback option Opportunity cost if...

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