March 5 - Karina Santana Negotiations March 5 2010 Chapter...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
Karina Santana Negotiations March 5, 2010 Chapter 2 (pg50 +) The initial bargaining range is defined by the opening offer and the counter offer. If either one of the offers is out of the ball park you can suggest that the other party make a new offer After the new initial offer and counter offer the next step is make concessions. A small concession indicates firmness. Firmness has been shown to shorten negotiations. BOULWARISM: Best possible offer- does not work. Boulwarism consist of putting your best possible offer out on front and saying take it or leave it-I can’t do better. Although this allows the other side to get the most they can out of you, the other side will hate you for it because they don’t want to feel powerless. They rather get less but feel that they won a fight. Immediate concessions are less valuable then concessions that are drawn out over a long period of time. NEVER EVER MAKE A TAKE IT OR LEAVE IT OFFER. Usually when you beat the other side target point they will accept your offer. Log rolling I do for you what you do for me. It means we will both identify what’s important to us and what isn’t. Very often what’s important to side A is not important to side B and vise versa. Each side then agrees to concede issues that are not important to them but are important to the other side. From the types of concessions made you should glean information about your opponent. As a rule of thumb, when your opponent starts making smaller and smaller concessions- you know your opponent is reaching his resistance point. Final offers indicate that the deal closes at this point or there would be no deal. A final offer is a type of hardball tactic of take it or leaves it. Example: “ I went to my boss
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
and got a special deal just for you- its worded in a way to remove the sting of the hard ball tactic. When you make a commitment you are establishing a red line that you wouldn’t cross. Example: either I get a 10 percent decrease in price or I am walking. Commitments have two purposes. 1. They reduce the other party’s options. 2. They indicate firmness
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

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.

Page1 / 5

March 5 - Karina Santana Negotiations March 5 2010 Chapter...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online