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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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- Fall '10
- Distributive Bargaining, Best alternative to a negotiated agreement, Actual distributive bargaining