Ten Tips for Positional Bargaining
"1..Make sure that you have real, viable options that don't require an agreement...
2. Do not disclose your walk-away alternatives...
3. Figure out the walk-away alternatives of the other parties...
4...Any offer is valid provided you can present objective criteria that prove...the offer fills to some extent the underlying needs of all parties.
5. Don't react emotionally...Draw attention back to substantive interests and options...
6. Remember that all the needs presented are not of equal importance...
7. Listen...
8. Know the authority of each person in the room...
9. Analyze concessions...
10. Never be bludgeoned into splitting the difference..."
Read more in this article from batna.com.
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