26, October 2014 Bargaining For Advantage Outline correctly done
Bargaining for Advantage Outline
By: G. Richard Shell
Part 1: The Six Foundations of Effective Negotiation
The First Foundation: Your Bargaining Style
Five negotiation strategy’s
o Avoiding
o Compromise
Share the gains between everyone
o Accommodation
o Competitive
Lie or refuse to do something, be stubborn
o Collaborative/problem solving
Can be the hardest to implement
Finds the under lying problem
Disagrees with a single, all-‐purpose menu for bargaining moves. Believes that
every situation is different and there’s never just one way.
Four basic bargaining styles
o The willingness to prepare
The more prepared you are the better
Helps come to an agreement
o High expectations
The more you expect generally the more one gets
If you start out at an asking price of about what they are
willing to pay then you’re more likely to get it
Combine specific goal setting with a personal commitment to
performance
Think about what’s fair and reasonable
, o The patience to listen
Information is power and the more you listen the more you
receive that information
o A commitment to personal integrity
Your reputation means a lot
Being reliable is important
The Second Foundation: Your Goals and Expectations
Find what you’re after and set a goal
Goal
o Things we strive towards
o We aren’t upset if we fall short on them
o Give us direction
o 3 reasons you want to aim for something
Setting goals help you focus psychologically and concentrate
more
Sets your upper limit of what you will ask for
More persuasive when you are committed
o
Expectation
o Judgment about what we can and feel responsible to accomplish
o We are upset if we fall short
o Give weight and conviction to what we are striving to do
Bottom line
o Walkaway point, reservation price, a time where it’s not worth the
deal
o Positive bargaining zone
The two bottom lines of a buyer and seller permit to let there
be a possible deal that will benefit them both.
o Negative bargaining zone
Bargaining for Advantage Outline
By: G. Richard Shell
Part 1: The Six Foundations of Effective Negotiation
The First Foundation: Your Bargaining Style
Five negotiation strategy’s
o Avoiding
o Compromise
Share the gains between everyone
o Accommodation
o Competitive
Lie or refuse to do something, be stubborn
o Collaborative/problem solving
Can be the hardest to implement
Finds the under lying problem
Disagrees with a single, all-‐purpose menu for bargaining moves. Believes that
every situation is different and there’s never just one way.
Four basic bargaining styles
o The willingness to prepare
The more prepared you are the better
Helps come to an agreement
o High expectations
The more you expect generally the more one gets
If you start out at an asking price of about what they are
willing to pay then you’re more likely to get it
Combine specific goal setting with a personal commitment to
performance
Think about what’s fair and reasonable
, o The patience to listen
Information is power and the more you listen the more you
receive that information
o A commitment to personal integrity
Your reputation means a lot
Being reliable is important
The Second Foundation: Your Goals and Expectations
Find what you’re after and set a goal
Goal
o Things we strive towards
o We aren’t upset if we fall short on them
o Give us direction
o 3 reasons you want to aim for something
Setting goals help you focus psychologically and concentrate
more
Sets your upper limit of what you will ask for
More persuasive when you are committed
o
Expectation
o Judgment about what we can and feel responsible to accomplish
o We are upset if we fall short
o Give weight and conviction to what we are striving to do
Bottom line
o Walkaway point, reservation price, a time where it’s not worth the
deal
o Positive bargaining zone
The two bottom lines of a buyer and seller permit to let there
be a possible deal that will benefit them both.
o Negative bargaining zone
