MARKET 1 Lecture Notes - Lecture 8: Best Alternative To A Negotiated Agreement, Economic Equilibrium, Salami
Document Summary
Negotiations bargaining zone = price range acceptable for buyer and seller agreement of price which is set by the buyer and the seller (equilibrium price) Covering fixed costs to a certain extent. Power in negotiations power is the ability to make others do certain things important factors: (1) positioning: Preparation is the short term investment to give you information" negotiation power. Good delegation and role agreements (3) preparation. Negotiation team internal negotiation (4) personal impact. Speak first with the new parties, then with the ones you already know. Speak first with the small parties in the same market, then with the bigger ones. Speak first with the price breakers, then with the existing suppliers. Never start with the strongest argument: too much, too soon. Don"t push the most important argument too far back: too little, too late. Does not necessarily create the right response. Silence as an answer (2) build-up tactic.
