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The Negotiation Book (Types (Bartering (Middle east, No need for trust,…
The Negotiation Book
Types
Bartering
Middle east
No need for trust
Raw
Ritual
All about price
Haggling/bidding
eBay
Government
Tendering
Initial
All about price
Hard bargaining
Winners and losers
Bargaining range
Anchoring
Play at home
First to state position
Controls negotiation
Uncomfortable
All about ROI for you
Competitive
Dealing
#
More than price
Multiple issues at steak
Similar to hard bargaining
Concession trading
Collaborative
Back forward
Conditional trade-offs
Partnership
Collaborative
Everyone wins
Trust
Respect
Power
Control
Type of negotiation
Agenda
Setting
When
Can be faked
Influences
Level of dependency
No options == no power
Supply vs demand at that moment
Ineffective options
Too expensive to use options
e.g. Factory retooling
Size of each party
#
Brand
History
Acts as anchor
Relationship
Market conditions
What are competitors doing?
Other party hitting their targets?
Time
To prepare
To wait
Changes
Need today != need tomorrow
Strike when it's hot
Personal relationships
Indifference can equal power
Get in the other parties head
No Good, bad, right or wrong
Morals are not involved
Fairness is not involved
Ok to feel uncomfortable
