Negotiation
Process whereby two or more parties work toward an agreement
Five phases of Negotiation
1. Investigation. 2. Determine BATNA. 3. Presnentation. 4. Bargaining. 5 Closure.
BATNA:
Best alternative to a negotiated agreement.
Grow the pie:
Figured out what makes both persons happy.
Two different negotiation strategies:
Distributive and Integrative.
Distributive Negotiation:
Win-Loose. What I take they loose.
Bogey
white car settling. Makes look like conceded something. Pretend an issue is important when it is not.
The nibble
Example: extra bs after a car is sold, like undercoat protection.
Integrative Negotiation
Joint problem solving. Never say the lowest you will go.
Results benefit both parties.