Professional Documents
Culture Documents
Negotiation Analytics
BATNA
Sellers RV
Deception
Defend
ZOPA
ZOPA
Buyers ZOPA
Sellers ZOPA
Pre-negotiation sources of information Buyers political hold Time taken to get on table Intent of Seller Divesting in real estate.
Opening Offer
It acts as an anchor around with the counter offers are going to revolve upon But it might back fire if the proposed price was less than sellers ZOPA
Dealing with a generous offer - Accept or bargain Quoting a very low price
Avoid making unilateral concessions Be comfortable with silence Define what it means to reciprocate Make contingent concessions Beware of diminishing rates of concessions