asking price
resistance point
target point
positive bargaining range
factors of negotiation
negative bargaining range
settlement point(best they can get)
taking priorities into account
bargaining mix
tactical tasks
to push for a settlement close to the
seller's resistance point
managing the other party's
impressions
fundamental strategies
alliance with outsiders
schedule manipulation
Ignore
Discuss
how to deal with
Respond in kind
Co-Opt the other party
influencing the other party's
resistance point
Distributive Bargaining
Good cop/Bad cop
Lowball/Highball
hardball tactics
Tactical consideration in using
commitments
Bogey
The nibble
Public pronouncement
typical hardball tactics
Linking with an outside base
Chicken
Intimidation
Establishing a commitment
Aggressive behavior
Reinforce the threat or promise
Preventing the other party from
committing prematurely
Commitment
Snow job
opening offers
Plan a way out
Restate the commitment
direct action to alter impressions
disruptive action
discovering the other party's
resistance point
Let it die silcently
screening activities
manipulating the actual costs of
delay or termination
to convince the seller to believe that this
settlement is the best
Increase the prominence of demands
direct assessment
modifying the other party's
perceptions
Situation
to convince the seller to change her
resistance point
to convince the seller to reduce her
resistance point to create a positive
settlement range
indirect assessment
assessing the other party's
target,resistance point,and costs
of terminating negotiations
alternatives to a negotiated agreement
beginning
Finding ways to abandon a
committed position
positions taken during
negotiation
Minimize the damage
final offers
Assume the close
Spilt the difference
Exploding offers
Sweeteners
Distributive Bargaining.mmap - 2014/3/18 - Mindjet
Closing the deal
initial concessions
the role of concessions
central
Provide alternatives
opening stance
pattern of concession making