McGraw-Hill/Irwin
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2-5
WalkawayPointTargetPointAskingPrice
InitialOfferTargetPointWalkawayPoint
PartyBBuyer
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WalkawayPointTargetPointAskingPrice
Alternative
Alternative
InitialOfferTargetPointWalkawayPoint
PartyBBuyer
2-8
Fundamental Strategies
Push for settlement near opponents resistance
point
Get the other party to change their resistance
point
If settlement range is negative, either:
Get the other side to change their resistance point
Modify your own resistance point
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Directly
Opponent reveals the information
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Schedule manipulations
One party is usually more vulnerable to
delaying than the other
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Positions Taken
During Negotiations
Opening offers
Where will you start?
Opening stance
What is your attitude?
Competitive? Moderate?
Initial concessions
Should any be made? If so, how large?
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Positions Taken
During Negotiations
The role of concessions
Without them, there is either capitulation or
deadlock
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Commitments:
Tactical Considerations
Establishing a commitment
Three properties:
Finality
Specificity
Consequences
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Public pronouncement
Linking with an outside base
Increase the prominence of demands
Reinforce the threat or promise
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Commitments:
Tactical Considerations
Ways to abandon a committed position
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Chicken
Intimidation
Aggressive Behavior
Snow Job (overwhelm the other party
with information)
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Summary
Negotiators need to:
Set a clear target and resistance points
Understand and work to improve their BATNA
Start with good opening offer
Make appropriate concessions
Manage the commitment process