Negotiation
Management, Analysis and Support
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Negotiation
Management, Analysis and Support
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| Distributive Negotiations |
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| Single issue negotiations | ||
Preparation
Can you estimate the opponent's reservation value?
Knowing or having a good estimate of the other party’s RV gives you tremendous bargaining leverage: puts you in a position of being able to capture a larger share of the contract zone.
This is only one of the reasons behind the importance of the preparation for negotiations and research about your opponent.
While you may not precisely know other side’s reservation value, what are the factors that affect there RV & how strong are these factors operating on the other party.
Example: Selling my first house. Why do house sellers frequently use real estate agents?
