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