Feb 2 - Karina Santana Feb 2, 2010 While youre negotiating...

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Karina Santana Feb 2, 2010 While you’re negotiating keep searching for BATNA (strengths you have). Study shows that negotiating with strong BATNAS, negotiate better outcomes Distribution negotiation= winner and a loser EX: Purchasing a home Buyer opening offer= 50,000 Seller opening offer= 250,000 Target= 195,000 Target= 200,000 Resistance point= 225,000 Resistance point= 180,000 Bargaining range= 180,000-225,000 Rules of thumb 1. The greater the bargaining range the more likely the deal will go through. The more narrow the bargaining range, the less likely the deal will go through 3 Reasons to be familiar with distributive bargaining 1. Many negotiators are only familiar with distributive bargaining. Therefore, you must engage in distributive bargaining with them 2. Even in associative bargaining there are point that lend themselves to distributive bargaining 3. Even after the pie has been expanded and you engaged in successful associative bargaining, the pie must still be divided up. This is called” damming value”- always distributive
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This note was uploaded on 10/06/2011 for the course BUSS 3220 taught by Professor Staff during the Spring '10 term at CUNY Brooklyn.

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Feb 2 - Karina Santana Feb 2, 2010 While youre negotiating...

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