by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the Bargaining Mix?The bargaining mix is the makeup of interests at stake in a negotiation.How to define the issues or negotiation goals?Developing a negotiation strategy usually begins with an analysis of what is to be negotiated or the bargaining...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to Prioritize Issues in a Negotiation?When there are more than one interest in a negotiation, those interests should be dealt with collectively. Poor negotiators generally address interests individually. It sacrifices the ability to use the issues strategically...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to identify the key characteristics of a negotiation?A negotiation should begin by framing up the negotiation from the point of view of both parties. While a party will generally know or be able to identify key characteristics of their own position, she will have...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the Resistance Point?A resistance point is the bare minimum terms that a negotiator is willing to accept in a negotiation. Why is the Resistance Point Important?One should always establish a resistance point prior to beginning a negotiation. To do so, a...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to Start a Negotiation?After negotiators have defined the issues, assembled a tentative agenda, and framed up the negotiation, the next step is to define two other key points: the specific target point, and the opening bid or anchor point, representing the best...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Concessions in a Negotiation?The bargaining range in a negotiation is established by the parties initial offer and response. The parties must first seek to narrow the bargaining range to within the zone of potential agreement (ZOPA). The concession is a...
